Partner and Channel Sales Director

For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom. 

The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.

About the Role

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.

In This Role You Will

Partnership & Channel Strategy (15%)

• 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.

Revenue Growth & Partner Performance (25%)

• 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.

Go-To-Market Collaboration (25%)

• 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.

Partner Enablement & Support (25%)

• 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.

Contracting, Compliance & Governance (10%)

• 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.

On Your Resume

• 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