Partner and Channel Sales Director

BrainPOP•New York, NY

6d•Hybrid

About The Position

The Partner & Channel Sales Director is responsible for developing, expanding, and managing a high-performing ecosystem of strategic partners – including resellers, referral partners, curriculum providers, and technology alliances – to drive new leads and scalable net-new revenue growth for BrainPOP. The person in this role will work closely with the CGO/CRO to define and optimize the partner and channel strategy; identify, engage, negotiate and secure channel partner agreements; create joint go-to-market motions, and continually engage partners to successfully position and sell BrainPOPs solutions. This individual will act as the primary architect of partner-enabled growth, ensuring alignment across Product, Marketing, Customer Success, and Revenue Ops. This role may be based at our HQ in NYC, or remotely in the US. 20-25% travel required.

Requirements

8-10 years of business development, channel sales, or partnerships experience, preferably in EdTech, learning platforms, assessment systems, student success analytics, curriculum tech, or SIS/LMS ecosystems.
Experience with major K-12 EdTech tools and platforms
Demonstrated success building and scaling a channel or partnership ecosystem that delivers material revenue contribution.
Strong understanding of K-12 procurement, RFP processes, budget cycles, Federal and state funding processes and constraints, and district technology decision-making, as well as with state agencies, and regional education service agencies (ESAs/BOCES).
Ability to negotiate complex agreements and manage strategic cross-functional relationships.
Excellent executive-level communication skills, with experience presenting to superintendents, CIOs, provosts, and partner C-suites.
Strong analytical capabilities and experience managing pipeline, forecasting, and partner performance dashboards.

Responsibilities

Develop a multi-year Partnership & Sales Channel Strategy aligned to ARR targets, segment priorities, and Product roadmap.
Identify, evaluate, and onboard new strategic partners (e.g. VARs, SIS/LMS providers, curriculum publishers, selling consortia / aggregators, managed service providers, and consulting partners).
Define partner tiers, benefits, incentives, MDFs (marketing development funding arrangements), lead-sharing frameworks, and performance metrics.
Analyze TAM/SAM opportunities to determine which partnerships unlock the largest market access.
Own partner-sourced and partner-influenced revenue targets; forecast accurately and manage pipeline through Salesforce.
Guide partners through positioning of BrainPOP’s solutions, competitive differentiation, ROI messaging, and procurement/contract requirements.
Conduct quarterly business reviews (QBRs) to assess revenue contribution, co-selling motions, and enablement needs.
Develop repeatable playbooks for onboarding, use-case packaging, implementation alignment, and upsell strategies.
Work closely with Marketing & Sales Enablement to develop co-branded campaigns, webinars, events, and field marketing activities with Partners.
Partner with Sales to drive district-level and institutional co-sell activities, ensuring deals move through procurement, RFPs/ITBs, and budget cycles.
Support state-level or consortium-level RFP submissions in partnership with content or technology collaborators.
Working in collaboration with Sales Enablement, develop Partner onboarding materials, certification programs, and sales/technical training.
Create Partner Playbooks for use cases such as assessment analytics, progress monitoring, personalization, or success pathways.
Maintain and optimize a Partner Asset Portal with assets – demos, pricing guides, compliance documentation, privacy/security materials, and competitive positioning.
Negotiate partnership agreements, revenue-share structures, referral contracts, integration MOUs, and data-sharing terms ensuring FERPA/COPPA compliance.
Maintain oversight of partner performance, adherence to brand guidelines, and ethical sales conduct within the education marketplace.
Coordinate with CGO/CRO, Legal, Finance, and RevOps to ensure accurate reporting, invoicing, and deal-registration processes.