Overview

Decisions is a fast-growing, private-equity-backed technology company that provides an integrated workflow and rules platform for business process automation (BPA). Trusted by top Fortune 500 firms and SMBs worldwide, Decisions enables diverse industries to streamline and improve processes, enhancing efficiency and yielding results. This no-code automation platform seamlessly integrates AI tools, rules engines, and workflow management to transform customer experiences, modernize legacy systems, and achieve automation goals faster than traditional software development.

Role Summary

The Channel Sales Director is responsible for joint go-to-market and business planning with strategic partners, serving as a virtual sales coach to partner salespeople, and orchestrating collaborative sales and demand generation efforts to close more deals. This role also includes analyzing market trends and tracking partner performance metrics and customer feedback to identify opportunities for improvement and innovation.

Responsibilities

• Drive customer value and top-line growth and achieve/exceed revenue targets by engaging and enabling an assigned group of partners (transacting partners and/or other partner types such as referral or service-only partners).
• Build, maintain, and strengthen relationships with C-level executives and other key personnel within partner organizations to understand objectives, foster collaboration and trust, and facilitate growth.
• Optimize partners’ and their customers’ experiences by serving as the escalation point for resolving issues and conflicts in a timely manner.
• Identify, recruit, onboard, and activate qualified new partners (typically in start-up or smaller partner organizations).
• Identify and lead joint go-to-market/business planning with high-performance/high-potential partners, including sales opportunities, marketing, and go-to-market strategies, programs, and offerings. Conduct Quarterly Business Reviews to measure progress and adjust plans as needed.
• Assess, clarify, and validate partner needs and satisfaction levels, and advocate internally for corrections and improvements.
• Track and analyze partner performance against KPIs to identify gaps and drive new partner recruitment where needed.
• Provide partners with resources, tools, training, and coaching to drive adoption and enable effective positioning and selling of the portfolio, including regular pipeline reviews, win/loss reviews, and renewal strategy sessions.
• Provide actionable insights to partners and stay informed on company announcements, industry trends, and the competitive landscape to act as a trusted advisor.
• Conduct regular meetings with key partner stakeholders to discuss performance, announcements, share best practices, explore opportunities, and gather feedback.
• Oversee efforts to ensure partners are properly staffed, trained, and enabled with the right resources across sales, technical, marketing, and customer success disciplines.
• Collaborate with internal teams on behalf of partners and their customers to ensure partner success and alignment with organizational strategies.

Success Metrics

• Revenue growth
• Active partner rates
• Conversion rate
• Customer satisfaction (e.g., Net Promoter Score, implementation satisfaction, initial contact resolution, customer churn)
• Partner engagement (e.g., certifications earned, MDF ROI, incentives participation)
• Forecast accuracy
• Partner satisfaction
• Pipeline activity (e.g., pipeline value, opportunities per partner, active pipelines)
• Portfolio adoption
• Training and certification completion

Background / Experience

• Minimum of five years of experience in partner development, partner management, and partner sales
• Minimum of three years of B2B direct sales experience with similar products/services/technology; sales management experience preferred
• Preferred experience with Healthcare, Fintech, or Insurance industries
• Proven track record of winning strategic deals, customer acquisition with partners, and growing partner revenue
• Expertise in collaborative selling, sales, and the B2B customer lifecycle
• Skills in demand generation, financial acumen, partner business models, partnership management, legalities, and partner programs
• Knowledgeable in supply chain dynamics and operational efficiencies
• Accountable, proactive, and results-driven
• Adaptable and resourceful, excelling in dynamic environments
• Collaborative and customer-centric, fostering strong relationships

Seniorities

• Director

Employment Type

• Contract

Job Function

• Sales and Business Development
• Industries: Software Development

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Locations / Compensation

Washington, DC
$180,000 - $240,000

Notes

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