Partner Director, Canada - Channel… at Actionstep · Toronto

Our partner community needs to grow, scale and deliver. Partners are a steady and high-quality source of leads and new sales at Actionstep and the continued fuelling of this relationship will be a major part of our growth. We would like to increase the mix of new ARR delivered through our partner communities.

This role will spearhead this drive. Our partner community is made up of three types of partnerships:

• Actionstep Certified Partners (ACPs) are our most vital partners — implementing, supporting, and selling to customers through trusted advisor relationships in their markets. Their high-quality leads and strong execution drive customer satisfaction and referrals, with 50–80% of new ARR expected from these revenue-share partnerships
• Referral Partners are influencers, trusted advisors, or professional services firms who actively and credibly recommend Actionstep to clients and prospects.
• Integration partners (ISV’s)have technical integrations with Actionstep. These partnerships are primarily lead generation relationships, with the more strategic ISV’s engaging in co-selling and co-marketing. NetDocuments and iManage are examples.

Sales enablement and co-marketing will be important ways by which we attract, retain, and grow our partners businesses and enable a mutually beneficial relationship.

The Partner Director, Canada is the front end of developing and executing partner strategy, and will work closely with Sales, Marketing, Services / Partner Enablement, Sales Ops, and the wider Partner team to ensure we achieve our growth goals.

The Partner Director, Canada will provide management of Actionstep’s Partners including partner sales bookings, expansion programs, identification of needs, organization of support, relationship management, escalations, issue resolution, governance, co-marketing programs, and all other aspects of partner account management.

In this role, you will be accountable for…

...Driving the overall partner revenue channel in Canada, maintaining positive, loyal relationships with partners to build reputation and support brand awareness in our chosen markets, developing a right-sized cohort of quality in-market partners to ensure successful customer implementations and integration experiences using Actionstep, and being the lynchpin for product, marketing, sales, prospects and clients in relation to partner engagement and ongoing partner activities. Areas of focus include:

• Own the full lifecycle of partner relationships that drive greater than budgeted revenues of the following kinds:

  • ACP generated Actionstep ARR
  • Co Sell / Referral Partners ARR

• Collaborate closely with ISV team to enable clip the ticket revenues from 3rd parties who integrate with Actionstep and benefit from access to the Actionstep customer base.

  • Marketplace revenue share

• Prepare annual partner budgets and deliver Quarterly Business Reviews for Partnerships to the Actionstep Leadership Team (ALT)

• Collaborate with Sales and Marketing to identify co-marketing opportunities and develop campaigns and activities that will build the Actionstep brand and widen access to our target audiences, including participating in industry events, webinars, and user groups.

• Support the Sales Team as needed during the pursuit of a prospect, while also ensuring ACP Rules of Engagement guidelines are followed for their region.

• Work closely with the Services team to escalate any challenged implementations and to maintain a list of Certified Partners in the region.

• Maintain accurate partner-generated pipeline data in Salesforce, manage Canadian partner relationship management systems and partner portal (scope to be defined), and coordinate with the sales team on geo-specific partner relationships.

• Implement and maintain regular communications with our partner network via virtual townhalls, 1:1 check ins and newsletters.

• Work closely with Marketing and Sales to provide access to marketing assets and develop required partner enablement materials

• Partner with the Product team to understand prioritized product gaps, identify partners to address them in ways that benefit customers and/or generate revenue, and develop business cases for Product Management approval.

• Share partnership ecosystem insights with Marketing, Product, and Sales teams to drive Actionstep's market momentum.

• Work closely with Finance / Accounts and provide input/review Partner Commissions

• Robust medical, dental, vision offerings

• RRSB with company match

• Flexible working and PTO

• Take your birthday off

• Frequent team building events

• Fantastic training and development opportunities