Channel Alliance Director

The Company

Simply put, SpryPoint provides Smart Solutions for Smart Utilities.

Founded in 2011, SpryPoint is a leading provider of cloud-based solutions for the utility sector. Our team of experts has extensive experience serving utilities across North America, and we are dedicated to helping our clients improve their operations and better serve their customers. Our solutions include advanced billing and customer relationship management tools, as well as powerful analytics and data management capabilities. We are proud to have been recognized by industry experts and our clients alike for the value and innovation we bring to the market. 

In February of 2023, SpryPoint received a strategic investment from Norwest, a leading venture and growth equity investment firm. With this investment, SpryPoint will build on its significant business momentum over the past three years, expanding its team and positioning the company to continue increasing market share of its mission-critical, cloud-native solutions for smart utilities.

Position Overview

We are seeking a highly motivated and results-driven Channel Director to lead and manage our strategic partner relationships. The ideal candidate will have a proven track record of building and nurturing alliances and partners within the technology sector and be familiar with the utility segment. You will be responsible for influencing joint deal strategies, identifying contract opportunities, and driving growth through effective partner engagement.  This role will work closely with the sales team and drive the successful execution of joint go-to-market strategies. The Channel Director will also be responsible for monitoring performance metrics and identifying areas for improvement.

Responsibilities

• Develop a comprehensive channel partner program, incorporating strategic platforms, system integrators, and VARs to support a variety of alliance scenarios.

• Develop and nurture strong relationships with key partners to drive mutual success.

• Generate and manage in a regimented fashion, an opportunity pipeline complementing the SpryPoint GTM selling organization.  

• Collaborate with partners to influence joint deal strategies and ensure successful execution.

• Advise on partner-specific marketing collateral, messaging, and activities positioning a best-in-class solution offering.

• Identify and execute a strategic roadmap of contract vehicles that align with partner capabilities and objectives.

• Lead the recruitment and enablement of services partners to enhance the ecosystem.

• Collaborate closely with sales and marketing teams to define positioning and outbound strategies in alignment with partner initiatives.

• Liaise with Professional Services teams to ensure alignment of methodologies and practices, enhancing overall partner performance.

• Develop a compelling value proposition ('why you need us') to enhance partner engagement and customer value.

• Participate actively in partner events, industry conferences, and key company events to represent our brand and foster partner relationships.

• Attend strategic partner events, conferences and sales kickoffs.

• Manage partnerships with both technology, service and broader GTM partners

• Collaborate with System Integrators (SIs) to drive joint success.

• Drive growth in the overall partner-related pipeline through effective partner engagement and collaboration.

• Increase the volume of partner-related deals within the pipeline, contributing to the company's revenue growth.

• Develop and execute strategic alliances with partners, expanding the company's market presence.

Qualifications and Competencies

• Bachelor's degree in Business, Marketing, or a related field preferred but not required

• Proven experience in channel management, alliance building, or partner relationship management within the technology sector.

• Strong understanding of enterprise software and solutions, particularly in ERP, metering/infrastructure, and system integration domains.

• Excellent communication and negotiation skills.

• Demonstrated ability to work collaboratively across cross-functional teams.

• Results-oriented mindset with a focus on achieving growth objectives.

If you are a dynamic and strategic leader who excels at building and nurturing partnerships, and if you have a passion for driving business growth through collaboration, we invite you to apply for the role of Channel Director. Join us in shaping the future of SpryPoint through impactful partner relationships.

Full-time Employee Benefits and Perks

• Remote-first and autonomous working environment

• Flexible working hours

• Competitive Salary and Commissions

• $500 towards your home office setup

• Health, dental, vision, and life insurance

• Book bounty program, get reimbursed $100 for each book read and reviewed

• Professional development courses + $2,500 tuition assistance annually

• Summer Friday’s, take ½ day Friday’s 

• Employee referral program: $2,000 per new FTE hired

• Snacks and drinks (☕🍺🥤) in our HQ on Prince Edward Island

• Annual company (SpryPalooza 🤘) and team offsites

• Dress for your day - wear what works for you at work

$180,000 - $180,000 a year

SpryPoint is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, ancestry, sex, sexual orientation, gender identity, age, physical or mental disability, medical condition, genetic characteristics, veteran or marital status, pregnancy, or any other classification protected by applicable local, state, or federal laws. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.