VP, Channel Sales & Partnerships

Bevi

1d•$382,500 - $472,500•Remote

About The Position

Bevi is seeking a VP, Channel Sales & Partnerships to join their team. This role reports to the Chief Revenue Officer and will lead the National Partnerships and Territory Sales teams, owning the strategy for Bevi's indirect business. This includes national partnerships with foodservice, facilities management, and office coffee service (OCS) providers, independent distributors, and office supply partners, as well as a Territory Sales team that grows these partnerships nationally. The position offers an opportunity to shape the strategy, structure, and team for indirect business growth and drive consistent, predictable results.

Requirements

A proven track record of defining a growth strategy and leading teams to deliver consistent, predictable partner revenue growth at both the national and branch level
12+ years of experience in channel, foodservice, or OCS sales, with 5+ years leading teams that grew a channel or partner business at scale
Experience leading and scaling both partnership teams and field or territory sales teams in a high-growth environment
Deep experience working with global foodservice, facilities management, and OCS leaders
Strong commercial acumen, with hands-on experience in contract negotiation and pricing strategy
International partnership experience, ideally expanding a channel business into new markets
First-principles thinker who doesn't just apply frameworks, but builds them to solve problems, define strategy, and move Bevi's go-to-market forward
Data-driven and analytically minded, with a strong track record of forecast accuracy and pipeline management, and the discipline to course-correct early
Ability to move fast and bring clarity to ambiguity, building structure where it doesn't exist yet
Ability to run the business like a GM, working across sales teams and functions so partners and customers get one consistent experience
Ability to hire and develop strong leaders, coach instead of taking the problem back, and build high-performing, accountable, collaborative teams
Direct and candid, with strong executive presence and the confidence to say the hard thing respectfully, including to partner executives and our leadership team

Responsibilities

Set the strategy for indirect growth
Own Bevi's indirect sales and partner portfolio (facilities management, and OCS partners, independent distributors, and office supply partners), driving consistent, predictable growth in revenue and machine bookings
Set direction and priorities across partner types and regions, and build the frameworks and repeatable playbooks for growing with existing partners and expanding into new accounts, partner types, and markets
Lead the expansion of our partner business internationally, starting with the UK and Ireland
Serve as Bevi leadership's strategic advisor on indirect sales and partnerships, helping shape our broader go-to-market strategy
Serve as executive sponsor for our most strategic partners, alongside the National Partnership Managers who own them day to day, with a focus on partner satisfaction and long-term retention
Lead negotiations on pricing, rebates, and contract terms, and hold the team and partners to commitments, service levels, and KPIs through regular business reviews
Lead the National Partnership Managers (partner strategy, joint business plans, agreements) and the Territory Managers (turning national plans into branch-level pipeline, bookings, and placements)
Hire, coach, and develop a high-performing team and leadership bench, keeping top performers engaged, addressing underperformance quickly and directly, and leading the team through a period of significant growth and change
Own the forecast and annual operating plan for indirect sales, including revenue, headcount, and budget, in partnership with Finance, and deliver forecasts leadership can count on
Build the operating rhythm (pipeline management, CRM discipline, performance reporting) so the team knows what's working and course-corrects early, and partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans
Set clear rules of engagement with Bevi's other sales teams so shared accounts get one consistent experience
Bring partner and field insights to Product, Operations, and Marketing to shape the roadmap, service, and go-to-market programs

Benefits

Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer
401(k) with company match
Flexible PTO plus 12 company holidays, and additional paid days for sick leave, etc
Generous fully paid parental leave for both birth parents and non-birth parents
Fully employer paid disability and life insurances
Wellness and fitness reimbursements
Monthly stipends for cell phone use and commuting costs
Onsite snacks, weekly catered lunch, and (of course) unlimited Bevi ... plus composting and terra-cycling, too
Happy hours, team-building events, bagel breakfasts, Values awards - and more
Equity in the form of stock options
Flexible spending accounts