Enterprise SaaS Channel Director

The future of work is now and it's human-centered. Aware empowers employees and organizations with behavior-driven, real-time signals from the workplace. The revolutionary platform is the leading force for digital collaboration insights, giving companies a better understanding of their workforce and the ability to manage the risks associated with digital conversations and remote collaboration. Aware enables enterprises to overcome common legal and compliance barriers to collaboration adoption, address growing data risks and insider threat concerns, and empower employees by creating more empathetic, flexible, and human-centric workplaces.

Aware is looking for a Channel Director to help build a partner ecosystem that will accelerate growth, open new revenue streams, and support client success. Reporting to the VP Global Channels, this Director will help build Aware’s channel sales strategy and assess, develop and grow our strategic technology partnerships.

On your first day, we’ll expect you to have:

·      Leadership experience (10+ years) in a combination of sales, channel sales, strategic partnership management and business development

·      A proven record of building and leading partnerships that drive sales for dynamic, high growth companies

·      Experience collaborating across business units, especially Sales and Marketing, to drive toward shared goals

·      Excellent communication skills and the ability to effectively interact with partners, executives, colleagues and customers

·      High EQ, building trust through an honest, authentic approach

·      Drive to win paired with the ability to execute in an ethical manner

·      A history of making an impact outside of your role and organization

In this role, you’ll get to:

·      Help implement a partner strategy and program that supports Aware’s corporate strategy with a focus on partner recruitment, onboarding, enablement, engagement and on-going management

·      Effectively work with cross functional teams including Sales, Marketing, Product, Operations, Legal, Finance and Customer Success

·      Deeply understand Aware Partners - their strategies, business models, services capabilities, compensation models, solutions, etc. to ensure GTM alignment and joint success

·      Engage with the Aware Product team and strategic technology partners to bring solutions to market

·      Team with Aware Marketing to execute partner-related events and campaigns

·      Work with Sales leadership and their teams to align sales motions, manage pipeline opportunities and close plans with Partners

·      Contribute data driven metrics to measure the effectiveness of managed partners in the sales process and partner activities

·      Represent the needs and interests of the partner organization across the company including executives, sales leaders and other teams that are impacted by Aware’s partnerships

Job Requirements:

·      Strong background in Enterprise software and SaaS sales, experience in Collaboration, eDiscovery, or Analytics is a plus

·      Experience with various routes to market including Strategic Resellers, Systems Integrators, Cloud Marketplaces, and ISVs

·      Understanding of key channel sales and operations elements to drive pipeline, sales, and partner & internal enablement

·      Desire to carry quota for channel revenue and bookings

·      Build a territory and/or partnership business plan to drive execution, measure progress, and adjust tactics as needed to achieve goals and help to scale partner business

·      Ability to travel (25%+)

·      Experience with SFDC/other reporting and dashboards

Education:

·      Bachelor’s Degree

·      MBA or JD a plus

Aware serves some of the largest enterprises in the world, in doing so we can provide them insights into their diversity and inclusion efforts. Because of this, Aware strives to cultivate its own diverse culture so we can better understand those we serve. If you share our values and enthusiasm for making companies better, you’ll find a home at Aware.

Disclaimer: The duties and responsibilities described are not a comprehensive list and that additional tasks may be assigned to the employee from time to time.

A FEW PERKS OF WORKING FOR AWARE

•      Company Equity

•      100% paid monthly health insurance for you and your family

•      401K match

•      Tuition Reimbursement

•      Open vacation policy

•      Fully stocked kitchen with drinks, goodies and balanced snacks at HQ

•      Flexible/Remote working options 

•      Cross-functional, open learning environment