BetterCloud is the first SaaS Application Management & Security Platform, enabling IT to centralize, orchestrate, & operationalize day-to-day administration & control for SaaS applications. Every day, thousands of customers rely on BetterCloud to centralize data & controls, surface operational intelligence, enforce complex security policies, & delegate custom administrator privileges across SaaS applications.

The Director of Partnership & Business Development will play a pivotal role in transforming BetterClouds approach to partnerships & indirect sales channels. This position requires both well-honed strategic & commercial judgment & with a strong background in building structured, effective, & profitable partnership ecosystems. The ideal candidate will possess a mix of analytical prowess, innovative thinking, & exceptional interpersonal skills to revitalize & scale our partnership & indirect sales channels.

Key Responsibilities

• Strategic Leadership: Develop & execute a comprehensive strategy to organize, optimize, & expand the partnership & indirect sales channels, aligning with BetterClouds overall business objectives.
• Partnership Development: Identify, recruit, & onboard key partners, creating a structured & tiered partnership program. Establish clear partnership criteria, benefits, & expectations.
• Channel Optimization: Implement best practices & processes to streamline partner management & indirect sales operations, ensuring efficiency & effectiveness.
• Channel Pipeline & Goal Management: Implement the processes & communication standards for transparent commercial opportunity management, forecasting & quarterly & annual sales goal achievement. 
• Cross-functional Collaboration: Work closely with the sales, marketing, product, & customer success teams to ensure alignment & maximize the impact of the partnership program.
• Training & Enablement: Develop training & enablement programs for partners to ensure they are equipped to sell & support BetterCloud products successfully.
• Performance Analysis: Establish & monitor key performance indicators (KPIs) for the partnership & indirect sales channels. Utilize data to make informed decisions & adjust strategies as necessary.
• Market Intelligence: Keep abreast of industry trends, competitive landscape, & partner feedback to continuously refine & enhance the partnership strategy.
• Team Leadership: Build & lead a high-performing team focused on partnership & business development. Foster a culture of collaboration, innovation, & results.

Qualifications

• Bachelors degree in Business Administration, Marketing, or related field; MBA preferred.
• Minimum of 8 years of experience in partnership development, channel sales, or business development within the technology or SaaS sector, with at least 3 years in a leadership role.
• Proven track record of building & revitalizing partnership programs & indirect sales channels but willingness to be an entrepreneurial individual contributor & rebuilding a team from the ground up.
• Ideally experience working within or as a partner with big-tech (e.g., Google), IT system integrators & MSPs and/or in or with identity & access management, business process automation, data security vendors.   
• Ruthless prioritization & ability to achieve long-term objectives through progressive, tactical goal-setting & achievement.  
• Exceptional negotiation, relationship-building, & communication skills.
• Strategic thinker with the ability to execute tactically; finds equal joy from both working on & in the business & not above the work.
• Strong analytical skills & experience using data to inform business decisions.
• Demonstrated ability to lead cross-functional initiatives & teams.
• Flexibility to travel as required for partner engagement & team collaboration.

What We Offer

• Competitive compensation package, including equity.
• Comprehensive benefits including health, dental, & vision insurance; 401(k) plan; & more.
• Flexible working environment.
• A culture of openness, innovation, & continuous learning.
• Opportunities for professional growth & advancement.
• The chance to have a significant impact on the companys growth & direction.

How to Apply

Interested candidates are encouraged to submit their resume along with a cover letter detailing their qualifications & vision for the role. Your cover letter should highlight how you would approach organizing & enhancing BetterClouds partnership & indirect sales channels.

BetterCloud is an Equal Opportunity Employer. We celebrate diversity & are committed to creating an inclusive environment for all employees.