合作主管
Head of Partnerships
Amplemarket 的核心理念是，很多过去适用于 B2B 销售团队的策略，现在已不再适用。
在当今的环境中，销售团队需要掌握大量关于潜在客户的信息，才能决定最佳的联系时机和渠道，以最相关的方式进行接触。你无法通过五种不同的数据/销售赋能解决方案来实现这一点，这些方案使用不同的数据模式，彼此之间几乎不通信。Amplemarket 是一个一体化的综合解决方案，可以实现这一目标。
我们的 AI 驱动的销售平台，通过先进的线索生成引擎、高度个性化的序列化流程、全渠道触达以及 AI 驱动的智能操作，帮助 B2B 公司获得更多机会。我们获得 Y Combinator 的支持，并为 Deel、Moveworks、H1 和 Vanta 等全球增长最快的公司提供销售支持。
作为合作伙伴负责人，你将全面负责我们的合作伙伴渠道——从定义战略和合作伙伴组合，到推动收入、销售渠道和长期增长。你将与销售、RevOps、市场、产品、法务、财务和客户服务紧密合作，打造一个可扩展且有纪律的合作伙伴计划。
你将领导合作伙伴团队，建立扩展渠道所需的流程和系统，并与我们最重要的战略合作伙伴建立牢固的关系。
你将：
- 定义、实施并优先考虑我们的渠道战略：我们投资哪些类型的合作伙伴，哪些需要降级，每种类型的经济模型和规则，目标组合，以及渠道应达到的运行速度。
- 对渠道的新业务目标和预测负责，并在每次回顾、季度业务回顾（QBR）和目标中使用统一的收入定义进行报告。
- 负责合作伙伴基础的入职、指导、发展和绩效管理，从首次激活到持续评估，建立一个根据合作伙伴表现给予奖励的计划。
- 负责合作伙伴带来的销售渠道质量及其向销售团队的交接，与 AE 团队保持紧密协作。
- 确保合作伙伴遵守计划条款和协议，无论合作伙伴规模大小都一致执行，并控制渠道的集中度和遗留安排。
- 通过明确合作伙伴与直销团队之间的参与规则，处理渠道冲突，并进行强有力的内外部沟通。
- 通过开发新的变现方式，推动渠道的收入增长。
查看英文原文
What is Amplemarket all about?
Amplemarket's premise is that a lot of the playbooks used by B2B sales teams that worked 5 years ago don't cut it anymore.
In today's environment, sales teams need to have a tremendous amount of information about their prospects to decide when is the best moment and channel to reach out in the most relevant way. You can't do this with 5 different data/sales enablement point solutions that don't share the same data schema and barely communicate with each other. Amplemarket is the all-in-one compound solution that enables this.
Our AI-powered sales platform helps B2B companies generate more opportunities thanks to our advanced lead generation engine, hyper-personalized sequencing, omnichannel outreach, and AI-powered smart actions. We are backed by Y Combinator, and we are powering the sales teams at some of the fastest-growing companies in the world like Deel, Moveworks, H1 and Vanta.
As Head of Partnerships, you’ll own our partnerships channel end-to-end - from defining the strategy and partner mix to driving revenue, pipeline, and long-term growth. You’ll work closely with Sales, RevOps, Marketing, Product, Legal, Finance, and CS to build a scalable and disciplined partner program.
You’ll lead the Partnerships team, build the processes and systems needed to scale the channel, and develop strong relationships with our most strategic partners.
You will:
- Define, implement, and prioritize our channel strategy: which partner types we invest in and which we deprioritize, the economics and guardrails for each, the target mix, and the run-rate the channel should reach.
- Be accountable for the channel's new business target and forecast, reported on a single governed revenue definition used in every recap, QBR, and target.
- Own the onboarding, mentoring, development, and performance management of the partner base, from first activation through ongoing reviews, with a program that rewards partners for performance.
- Own the quality of partner-sourced pipeline and its handoff into Sales, in close alignment with the AE team.
- Ensure partner compliance with program terms and agreements, applied consistently regardless of partner size, and keep the channel's concentration and legacy arrangements under control.
- Manage channel conflict by upholding clear rules of engagement between partners and the direct sales team, with strong internal and external communication.
- Drive new monetization for the channel by developing new initiatives with Marketing, Sales, Product, Legal, and partners, across the reseller, services, technology, and startup ecosystems.
- Discover new relationship opportunities in the reseller, service, and technology partner ecosystems.
- Build and maintain executive-level relationships with our most important partners, and run a proactive planning process with them that sets shared performance goals and benchmarks.
- Proactively examine, clarify, and validate partner needs, and be the partner community's advocate in internal planning with Marketing, Sales, Product, RevOps, CS, and Legal.
- Lead, coach, and develop the partnerships team; build scalable processes; own the partner tooling and reporting stack with RevOps.
- Contribute to channel management best practices and keep the program benchmarked against the market.
About you:
- 5+ years in partnerships, channel, or alliances at a B2B SaaS company, including 2+ years owning a partner channel's revenue number.
- At least one channel strategy you defined and then implemented yourself, from diagnosis through program design to operating results.
- A track record of scaling a partner program while keeping it disciplined: consistent enforcement of terms, evolving program structures over time, and focusing effort on what converts.
- Fluent working with sales leadership and AEs, RevOps, Product, Legal, Finance, and CS.
- Operational discipline: you document, automate, and build things a small team can run.
- Experience in sales-tech, sales intelligence, or GTM tooling is a strong advantage.
A little more about Amplemarket:
- We are a post-Series A start-up
- We are backed by YCombinator
- Fast growing startup with product market fit
- Founders also created https://fermatslibrary.com
- You can listen more about us here: https://bit.ly/2W7fVDR
We offer:
- Nice work environment
- Competitive Salary
- Health Insurance
- Stock Options
- Annual Company Trip in a secret location
- and more!
Amplemarket is committed to creating an inclusive employee experience for all.
Regardless of race, gender, religion, sexual orientation, age, disability, or if you’re parenting the next generation of innovators, we firmly believe that what truly matters is how your skills, knowledge and personality fit our company. So bring your best professional version of yourself, and apply - we'd like to hear from you!