Channel Director, North America

FacilityOS•Annapolis, MD

1d•Hybrid

About The Position

FacilityOS is redefining how facilities operate by unifying safety, security, and daily operations into a single platform. We are a fast-growing, global company seeking driven and curious individuals to join our dynamic and collaborative culture. At FacilityOS, you'll have the opportunity to own meaningful problems, make an impact, and grow your career. Our North America channel team collaborates with global BPO and IFM organizations, enabling them to deliver FacilityOS to their enterprise clients. We function as a subcontractor, with our partners' staff being the daily users of our platform. Our channel strategy focuses on building deep relationships with a select group of global partners. This role is part of the expanding North America BPO/FM channel team. As a Channel Director, you will manage a portfolio of existing partner relationships with established pipeline and new business development opportunities. You will receive direct support from channel leadership during your onboarding and ramp-up period. This position is ideal for someone who thrives in a growing program, can sell effectively while systems like deal registration, partner tiers, and enablement materials are being developed, and is eager to contribute to the maturation of our channel program.

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.