Director, Partner Alliances

Sprout’s partnerships are essential to running and scaling the business. Joining our Partnerships team means you’ll be at the intersection of many parts of the company, with high visibility and impact of your work. As part of this team, you’ll have the opportunity to build and support the company’s most critical partnerships, including Salesforce, and leverage those relationships to give Sprout a competitive advantage, and drive revenue.

What you’ll do

• Lead a team of Channel Account Executives and Channel Account Managers to meet and exceed revenue goals – including direct revenue and referral revenue goals
• Execute and improve upon the operational and strategic goals of the organization
• Coach, mentor and consult your team in all aspects of sales and strategic partnerships
• Provide timely and practical feedback to Senior Leadership on new, exciting go-to-market strategies and operational improvements
• Build new and deepen existing partnerships with our channel partners, including Salesforce, System Integrators, Affiliates, Referral partners, Reseller partners, and Technology partners.

What you’ll bring

We are looking for a leader who is passionate about developing people, delivering exceptional results and leading an innovative go-to-market strategy that will disrupt the social media management software space.

The minimum qualifications for this role include:

• 3+ years of sales leadership experience or equivalent experience
• 4+ years working within the Salesforce Partner ecosystem as or with an ISV partner, with System Implementation partners, or both
• Consistent and measurable track record of success, both as an individual contributor and as a leader within a sales organization
• Strong track record of innovating on go-to-market strategies and enabling a team to execute against a strategic vision
• Experience working closely with cross-functional stakeholders across marketing, sales operations, success, enablement and product

Preferred qualifications for this role include:

• Demonstrated passion for hiring, developing and coaching sales teams
• Deep understand of working in a partnership ecosystem, both with new and existing partners
• Exceptional communication skills and analytical acumen

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Partner with your leader to deeply understand the strategic vision for your organization
• Partner with your leader to define key success metrics for your role and how you will measure success
• Establish reporting systems to closely monitor the inputs and outputs of your organization, including forecasting and pipeline management
• Meet your team in 1:1’s to understand what motivates them and what doesn’t, what’s working and what’s not, and gather the necessary learnings to implement into your role
• Establish a relationship with our key external stakeholders, including our Salesforce Partner Account Manager and relevant SI partners

Within 3 months, you’ll start hitting your stride by:

• Partnering closely with cross-functional leaders in Success, Marketing, Sales Operations and Sales Enablement to build relationships and create alignment on how they will support the strategic vision of your organization
• Establishing a strong understanding of your team’s strengths and weaknesses to identify coaching opportunities and build an enablement plan to up-level them
• Assisting in negotiations and partner strategy
• Developing your organization’s culture by innovating on existing rituals and establishing new ones
• Regularly meeting with leaders throughout Sales & Success to identify areas of opportunity

Within 6 months, you’ll be making a clear impact through:

• Meet and exceed agreed upon revenue and productivity goals and targets
• Improve the go-to-market strategy with measurable results
• Continue to develop your team, both personally and professionally
• Built strong cross-functional relationships to accelerate your organization’s strategy and results

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed revenue targets
• Establish a long-term strategy and vision for your organization
• Promote members of your team and develop a talent pipeline for future hiring
• Obtain and act upon team, peer, customer and leadership feedback

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and  employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

This role’s minimum On Target Earnings (“OTE”) is $214,000.00 USD annually. OTE is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. Since the incentive plan is uncapped, this role has no