Director of Strategic Partnerships

Passport Labs, Inc.

About The Position

The Director of Strategic Partnerships at Passport Labs, Inc. will be responsible for building, managing, and expanding Passport’s partner ecosystem. Expectation is to resell through go-to-market partners and private operators, build/maintain strategic sales relationships with industry hardware and technology manufacturers and distributors. The Director of Strategic Development represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. This role is uniquely positioned to understand client needs, Passport’s solution set, and the broader market / industry, and use this knowledge to build long-term client relationships and accelerate the overall business.

Requirements

Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
Minimum of 10 years of experience in channel sales, business development, or partner management, preferably within the technology or mobility industry.
SaaS experience or government experience (preferred)
Proven track record of developing and executing successful channel strategies and driving revenue growth through indirect sales channels.
Strong understanding of the mobility, parking, or related industries, with the ability to quickly learn and adapt to new technologies.
Excellent communication, negotiation, and presentation skills.
Demonstrated ability to lead and develop high-performing teams.
Strong analytical and problem-solving skills, with the ability to think strategically and execute tactically.
Ability to travel as required.

Nice To Haves

Experience with digital payment systems, SaaS solutions, or mobility platforms.
Previous experience in a leadership role within a high-growth technology company.
Professional certifications related to channel management, sales, or industry-specific credentials.

Responsibilities

Establish productive, professional relationships with key personnel in strategic partner accounts, ensuring alignment on objectives, targets, and performance metrics.
Identify and recruit new partners, including resellers, system integrators, and strategic alliances, to expand Passport’s market presence.
Collaborate with partners to develop joint go-to-market strategies, including marketing campaigns, product training, and sales enablement programs.
Provide ongoing support and guidance to partners, helping them to effectively market, sell, and implement Passport’s solutions.
Drive revenue growth through channel partners by developing and executing joint business plans, setting sales targets, and monitoring performance.
Work closely with the sales team to identify and pursue new business opportunities within the partner ecosystem.
Negotiate and manage partner agreements, ensuring favorable terms that align with Passport’s strategic objectives.
Collaborate with executive leadership on policy considerations, regulatory impacts, and government relations that influence market entry, partnerships, and product adoption.
Serve as a strategic liaison between Passport and public-policy stakeholders including key industry, and public-sector forums..
Support policy positioning, legislative awareness, and regulatory strategy that impact Passport’s products and go-to-market approach.
Leverage public-policy expertise to support complex government sales cycles, stakeholder alignment, and procurement strategy.
Develop and execute a comprehensive sales strategy to drive net new business and grow existing accounts within the assigned region. Work closely with marketing, project strategy, revenue operations, and customer success teams to align resources and strategies to meet regional goals.
Provide coaching, mentorship to teammates, fostering a high-performance sales culture. Support our team in sales efforts, participating in client meetings, demos, rfp execution, and presentations where necessary while taking the lead on more significant, complex deals. Ensure consistent tracking and documentation of all sales activity within Salesforce. Identify market trends and opportunities for improvement, providing insights and strategies that drive business growth and elevate team performance.
Collaborate with internal teams, including sales, marketing, product development, and customer success, to ensure seamless service delivery and partner satisfaction.
Provide feedback to the product and marketing teams on partner needs, market trends, and competitive landscape.
Work with the marketing team to develop co-branded campaigns, partner events, and other initiatives that drive partner engagement and revenue.
Foster a culture of collaboration, innovation, and continuous improvement within the channel partnerships team.
Monitor and report on key performance metrics, providing insights and recommendations to the executive team on channel performance and growth opportunities.