Channel Director, North America

FacilityOS•Annapolis, MD

1d•Hybrid

About The Position

FacilityOS is a fast-growing company redefining how facilities operate—bringing safety, security, and daily operations into one unified platform used by organizations around the world. As we continue to scale globally, we’re building a team of driven, curious people who want to make an impact. You’ll be part of a dynamic, collaborative culture where individuals are trusted to take ownership, solve meaningful problems, and grow in their careers. Our team comes together in-office twice a week to connect, collaborate, and build momentum. If you’re looking to do your best work alongside a great team in a high-growth environment, FacilityOS is the place to build your career. Our North America channel team partners with global BPO and IFM organizations who deliver FacilityOS as part of the operational services they provide to their own enterprise customers. We operate as a subcontractor to our partners, not a co-seller: their staff are the daily users of our platform, and our post-sale motion mirrors our direct business. Our channel strategy favors deep relationships with a select group of global partners over a broad, underserved partner base. FacilityOS is growing its North America BPO/FM channel team. As a Channel Director, you'll take ownership of a share of our existing partner relationships — with warm relationships and active pipeline from day one — plus new whitespace to develop. You'll receive hands-on support from channel leadership through your ramp. You'll join as we continue to invest in program infrastructure, including deal registration, partner tiers, and enablement materials, so this role suits someone who can sell productively while systems continue to mature around them.

Requirements

7+ years in channel sales, partner management, or a BPO/reseller/VAR sales motion, ideally in B2B SaaS or a related enterprise technology category.
A track record of carrying and hitting quota in a partner-sold or complex enterprise sales motion.
Experience navigating large, global organizations (FM/BPO providers, systems integrators, or similar) through multi-stakeholder, multi-site deals.
Comfort operating in a growing program — as deal registration, playbooks, and a partner portal continue to be built out — and the resourcefulness to sell productively anyway.
Strong relationship-building and consultative selling skills; experience with SPICED or a comparable sales methodology is a plus.
Salesforce or comparable CRM proficiency.
Willingness to travel to partner locations and events as needed.

Responsibilities

Own and grow relationships with a defined set of enterprise BPO/FM partners, serving as the primary FacilityOS point of contact at both working and senior-relationship levels.
Drive partner-sourced and partner-influenced pipeline to close, applying FacilityOS's SPICED sales methodology.
Develop new whitespace within assigned partner accounts, and pursue new partner relationships as directed by channel leadership.
Educate and enable partner sales teams on FacilityOS's value proposition, using established playbooks and training materials.
Manage pipeline and forecast accurately using CRM-based deal registration, and follow account delineation rules to avoid conflict with the direct sales organization.
Coordinate with Professional Services and Solutions Engineering to scope multi-site, partner-sourced deals and ensure a smooth handoff to delivery.
Feed partner input back into program design as the channel program continues to mature.
Represent FacilityOS at partner events, quarterly business reviews, and other relationship-building activities.