Channel Partner Director, Product Partners

AbsenceSoft

7d•Remote

About The Position

We're looking for a results-driven Channel Partner Director to lead our strategic partner ecosystem and drive meaningful revenue growth. In this quota-carrying role, you'll own the full partner lifecycle — from recruiting and onboarding high-value tech partners to co-building joint go-to-market strategies that convert into real pipeline and bookings. If you're energized by building relationships, closing deals, and creating lasting impact through collaboration, we'd love to meet you.

Requirements

6–8 years of quota-carrying experience in channel sales or partner account management with a documented track record of consistently achieving or exceeding 100% of revenue quota.
Deep human resources technology experience and an extensive professional network in the HCM industry.
Proven ability to generate significant pipeline and revenue through partner relationships, with experience managing annual quotas of $2M+ and partner-influenced revenue targets.
Demonstrated success recruiting, enabling, and scaling partner revenue contribution from initial identification through first deal close and ongoing growth.
Strong business acumen with the ability to analyze partner performance metrics, identify revenue optimization opportunities, and drive corrective action.
Excellent executive presence and negotiation skills, with experience influencing C-level stakeholders to align on joint revenue goals and resource commitments.
Expert-level proficiency with CRM systems (Salesforce preferred) and partner relationship management platforms, including pipeline reporting, forecasting, and analytics.
Self-starter mentality with the ability to independently manage complex sales cycles, prioritize high-impact activities, and drive deals to closure.
Competitive and resilient with a hunter mentality, able to maintain momentum through challenges while remaining a collaborative, cross-functional team player.
Exceptional organizational skills with meticulous attention to pipeline hygiene, forecast accuracy, and follow-through on commitments.

Nice To Haves

Track record of building partner programs from the ground up with measurable revenue impact within the first 12–18 months is a plus.
Bachelor's degree in Business, Marketing, or a related field preferred; MBA is a plus but not required with demonstrated revenue achievement.

Responsibilities

Recruit and onboard strategic partners with proven revenue generation capabilities, prioritizing those who can deliver immediate pipeline impact and a clear path to quota attainment.
Collaborate with executive, product, technology, sales, marketing, and legal teams to launch new partnerships aligned with company-wide business initiatives.
Develop revenue-focused joint business plans with specific bookings targets, pipeline goals, and measurable success metrics tied to business outcomes.
Negotiate partnership agreements that align economic incentives with revenue performance and establish clear expectations for partner contribution to company goals.
Cultivate executive relationships with C-level partners to secure strategic alignment, prioritize joint revenue initiatives, and unlock access to their sales teams and customer base.
Own and deliver against an annual revenue quota through partner-sourced and partner-influenced opportunities, with accountability for pipeline coverage ratios and forecast accuracy.
Determine best go-to-market strategies with key partners to drive inbound leads and revenue — including marketplace optimization, partner sales network development, joint marketing, and co-selling.
Drive consistent quarter-over-quarter pipeline growth by setting aggressive targets for each partner and implementing performance improvement plans when targets are missed.
Accelerate deal velocity by actively managing partner opportunities through each stage of the sales funnel, removing blockers and driving urgency.
Identify and pursue high-value upsell, cross-sell, and expansion opportunities within the existing partner customer base to maximize revenue per relationship.
Execute co-selling strategies with partners to increase win rates and deal sizes, participating in joint customer calls and presentations to close strategic opportunities.
Track, analyze, and report on partner revenue performance metrics including pipeline contribution, win rates, deal size, sales cycle length, and revenue attainment against targets.
Conduct monthly business reviews with partners focused on pipeline health, revenue forecasting, and identifying opportunities to accelerate bookings.
Implement data-driven strategies to improve partner productivity and revenue contribution through enablement programs, joint marketing campaigns, and targeted incentive programs.
Optimize partner mix and investment allocation based on performance, focusing resources on high performers while addressing underperformance through structured improvement plans.
Oversee timely integration and launch of new partnerships in collaboration with cross-functional stakeholders.
Work closely with product and development leadership to prioritize new integrations, maintain existing ones, and shape overall integration strategy.
Stay aligned with the customer success team on partner integration usage, support tickets, and customer experience.
Partner with sales leadership on revenue targets, territory planning, and deal registration processes that protect partner-sourced opportunities.
Collaborate with marketing to design and execute demand generation campaigns that drive qualified leads and measurable pipeline through partner channels.
Maintain accurate revenue forecasting in CRM systems, providing weekly updates on partner pipeline status, deal progression, and projected bookings to leadership.