Partner Director

Actionstep•Toronto, ON

11h

About The Position

The Partner Director, Canada is responsible for developing and executing partner strategy in Canada, working closely with Sales, Marketing, Services/Partner Enablement, Sales Ops, and the wider Partner team to achieve growth goals. This role involves managing Actionstep’s Partners, including partner sales bookings, expansion programs, identifying needs, organizing support, relationship management, escalations, issue resolution, governance, co-marketing programs, and all other aspects of partner account management. The goal is to grow, scale, and ensure the success of the partner community, which is a key source of leads and new sales for Actionstep. The partner community includes Actionstep Certified Partners (ACPs), Referral Partners, and Integration Partners (ISVs).

Requirements

Develop and execute partner strategy in Canada.
Manage Actionstep’s Partners including partner sales bookings, expansion programs, identification of needs, organization of support, relationship management, escalations, issue resolution, governance, co-marketing programs, and all other aspects of partner account management.
Drive partner revenue channel in Canada.
Maintain positive, loyal relationships with partners.
Develop a cohort of quality in-market partners.
Own the full lifecycle of partner relationships.
Collaborate with ISV team.
Prepare annual partner budgets and deliver Quarterly Business Reviews.
Collaborate with Sales and Marketing to identify co-marketing opportunities and develop campaigns.
Support the Sales Team and ensure ACP Rules of Engagement guidelines are followed.
Work closely with the Services team to escalate challenged implementations and maintain a list of Certified Partners.
Maintain accurate partner-generated pipeline data in Salesforce, manage Canadian partner relationship management systems and partner portal.
Implement and maintain regular communications with partner network.
Provide access to marketing assets and develop partner enablement materials.
Partner with the Product team to understand prioritized product gaps, identify partners to address them, and develop business cases.
Share partnership ecosystem insights with Marketing, Product, and Sales teams.
Work closely with Finance / Accounts and provide input/review Partner Commissions.

Nice To Haves

Actionstep Certified Partners (ACPs) are our most vital partners — implementing, supporting, and selling to customers through trusted advisor relationships in their markets.
Referral Partners are influencers, trusted advisors, or professional services firms who actively and credibly recommend Actionstep to clients and prospects.
Integration partners (ISV’s) have technical integrations with Actionstep.
Sales enablement and co-marketing will be important ways by which we attract, retain, and grow our partners businesses and enable a mutually beneficial relationship.
NetDocuments and iManage are examples of ISV partners.

Responsibilities

Drive the overall partner revenue channel in Canada.
Maintain positive, loyal relationships with partners to build reputation and support brand awareness.
Develop a right-sized cohort of quality in-market partners to ensure successful customer implementations and integration experiences.
Act as the lynchpin for product, marketing, sales, prospects, and clients in relation to partner engagement and ongoing partner activities.
Own the full lifecycle of partner relationships that drive greater than budgeted revenues (ACP generated Actionstep ARR, Co Sell / Referral Partners ARR).
Collaborate closely with the ISV team to enable clip the ticket revenues from 3rd parties who integrate with Actionstep.
Prepare annual partner budgets and deliver Quarterly Business Reviews for Partnerships to the Actionstep Leadership Team (ALT).
Collaborate with Sales and Marketing to identify co-marketing opportunities and develop campaigns and activities.
Support the Sales Team as needed during the pursuit of a prospect, while also ensuring ACP Rules of Engagement guidelines are followed.
Work closely with the Services team to escalate any challenged implementations and to maintain a list of Certified Partners in the region.
Maintain accurate partner-generated pipeline data in Salesforce, manage Canadian partner relationship management systems and partner portal, and coordinate with the sales team on geo-specific partner relationships.
Implement and maintain regular communications with our partner network via virtual townhalls, 1:1 check ins and newsletters.
Work closely with Marketing and Sales to provide access to marketing assets and develop required partner enablement materials.
Partner with the Product team to understand prioritized product gaps, identify partners to address them, and develop business cases.
Share partnership ecosystem insights with Marketing, Product, and Sales teams.
Work closely with Finance / Accounts and provide input/review Partner Commissions.