Director of Partner Relations

Job Description

Job Description

Position Title:

Director of Partner Relations

Position Type:

Full-Time / Exempt

Clearance:

None

Location:

Huntsville, Remote

Salary*:

$130,000 - $175,000

*Dependent upon qualifications

Summit 7 is here to rise above the ordinary. The work we do here goes far beyond day-to-day projects - it further protects the US defense industrial base from cyber threats, fosters thought leadership and creates growth opportunities. Our support staff, sales team and technicians are all coming together to make a difference. We also recognize that you're a person with life beyond work, that's why we invest in these meaningful health and welfare benefits:

• Excellent health/dental benefits from BCBS
• See into the future with our luxurious VSP vision benefits
• Prepare for the long-haul courtesy of our 401k with company matching
• Unlimited mobile phone plan
• 10 days' vacation, 7 days sick time
• Bonuses and salary increase potential via our certifications plan

We do cool work here, defying expectations by simply being who we are - each of us makes an impact.

Summary

The Director of Partner Relations will lead and manage relationships with strategic partners to drive business growth, expand market reach, and enhance Summit 7's product offerings. This role is crucial for fostering long-term, mutually beneficial relationships, and it requires a candidate with a strong mix of leadership, relationship management, and strategic planning skills. This individual will report directly to the VP of Sales and work closely with cross-functional teams, including Sales, Marketing, and Product Management, ensuring alignment with business goals and objectives.

Responsibilities

• Partnership Strategy Development
  • Develop and execute a comprehensive partner relations strategy aligned with the company's growth goals.
  • Identify potential partners, assess partnership viability, and define mutually beneficial collaboration frameworks.
  • Stay updated on industry trends to identify new opportunities and areas for improvement in current partner relations.
• Relationship Management
  • Build, manage, and nurture relationships with strategic partners to maximize revenue opportunities and ensure a seamless partner experience.
  • Act as the primary contact for partners, ensuring effective communication and alignment on strategic initiatives.
  • Conduct regular business reviews and performance evaluations with partners to ensure alignment with key metrics and growth objectives.
• Cross-Functional Collaboration
  • Work closely with Sales and Marketing to create go-to-market plans and ensure partnership strategies align with company offerings and customer needs.
  • Collaborate with Product and Engineering teams to integrate partner solutions into the product roadmap and enhance product functionality.
  • Coordinate with Customer Success teams to monitor and improve the partner and end-customer experience.
• Performance Tracking and Reporting
  • Set and track key performance indicators (KPIs) for partnership success, reporting on metrics to the executive team.
  • Use data-driven insights to identify opportunities to enhance partner programs, increase partner engagement, and drive revenue growth.
  • Maintain a database of partner activities, agreements, and engagement to track progress and streamline reporting.
• Partner Program Development
  • Assess potential partner offerings/technology to discern if solutions will complement Summit 7 and associated partner solutions, as well as be compatible with Summit 7's trusted technology stack.
  • Design and implement partner enablement programs, including training, marketing support, and resource allocation.
  • Develop resources, such as onboarding guides, to help partners achieve faster integration and success with the company's offerings.
  • Create partner incentive programs to reward performance and drive engagement in alignment with business objectives.
• Determine the impact potential consequences of integrating new partner solutions on customer security, compliance, business operations, and data residency requirements.
• Ensure compliance with industry and legal regulations and best practices, and adherence to company processes and procedures
• As applicable, provide leadership and guidance to assigned partner relations team, ensuring alignment with strategic goals and fostering a collaborative, high-performance culture.
  • Oversee the daily operations of the team, conduct regular performance evaluations, and support team members' professional development to maximize partner engagement and growth
  • Enhance team efficiency through resource allocation, process improvements, and mentorship
• Other duties as assigned

Job Requirements

• Bachelor's degree in Business Administration, Marketing, or a related field. An MBA is preferred
• 8+ years in partner management, sales, business development, or a related position within the SaaS industry
• Demonstrated ability to meet revenue generation goals within a partnership function
• Proven experience in managing and scaling partnerships at a strategic level, ideally within a mid-sized organization
• Strong leadership and interpersonal skills, with a focus on relationship management and conflict resolution
• Excellent communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively
• Proven ability to effectively translate complex ideas and tailor key messages to multiple audiences
• Ability to work effectively within a fast-paced, rapidly changing environment that is experiencing high growth
• Demonstrated analytical skills and experience with data-driven decision-making to track and enhance partner program performance
• Proficiency with CRM and partner management software
• Results-oriented with a high level of initiative and accountability.
• Ability to work in a fast-paced environment and handle multiple priorities.
• Strong business acumen and an understanding of SaaS business models and partner ecosystems
• High-level understanding of Office 365 Platforms (Commercial, GCC, GCC High) and Azure Platforms (Commercial and Government), and how the licensing, features, and capabilities map to Defense Industrial Base (DIB) cybersecurity regulations (NIST 800-171, CMMC, ITAR)
• S. Citizen with the ability to pass an extensive background check
• Travel; estimated up to 10% for those in the greater Huntsville, AL area, 25% for other locations

Work Conditions

Work is typically performed in an office environment. Must be able to remain in a stationary position for extended periods of time. The person in this position may need to occasionally move about inside an office to access file cabinets, office machinery, etc. Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer. May occasionally need to move or lift office equipment or marketing materials that may weigh up to 25 pounds. The person in this position frequently communicates with employees and clients. Must be able to exchange accurate information in these solutions.

Summit 7 Systems is an equal opportunity/ affirmative action employer and an alcohol and drug free workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Summit 7 Systems requires background investigations. Any offer of employment is contingent upon the results of a reference/background check. We are a drug and alcohol-free workplace and require pre-employment drug screening.