VP of Partner Sales

Why project44? 

At project44 we’re on a mission - to make supply chains work. 

project44 optimizes the movement of products globally, delivering better resiliency, sustainability, and value for our customers. As the supply chain connective tissue, we operate the most trusted end-to-end visibility platform that tracks more than 1 billion shipments annually for the world’s leading brands. The undisputed leader in the market, project44 was named the Leader in the Gartner Magic Quadrant, #1 in FreightWaves’ FreightTech 25, and the Customer’s Choice in Gartner Peer Insights’ Voice of the Customer report. project44 is headquartered in Chicago with a diverse and fast-growing, global workforce. 

If you’re eager to be part of a winning team that works together to solve some of the most challenging supply chain challenges every day, let’s talk

The VP of Partner Sales is the senior leader within the go-to-market organization responsible for developing and executing partner and channel sales strategies globally to drive revenue growth and market expansion. This role involves overseeing a team of partner managers and collaborating with various departments to achieve organizational objectives via these relationships with software, hardware, and technology services firms. This leader will have the executive ‘gravitas’, vision and hands-on execution skills to help propel project44’s revenue growth and drive a systematic approach to do so. The role will report to our Chief Sales Officer directly. 

Metrics for Success:

There are three focal areas for this team, inclusive of driving and sourcing pipeline with these technology partner firms, fostering a co-selling approach with their and our sales organizations, and levering channel partners for direct revenue and extending the reach and breadth of our own sales team. 

Key Responsibilities: 

• Sales Strategy: Develop and implement a comprehensive partner and channel sales strategy aligned with project44 overall business goals and objectives. Identify opportunities for market penetration, growth, and expansion through the partners. 
• Partner Management: Build and maintain strong relationships with partners, distributors, resellers, and other third-party sales organizations. Monitor and manage partner performance to ensure alignment with sales targets. Orchestrate relationships between partners at all levels of the hierarchy and the same at project44.  
• Team Leadership: Lead and motivate the partner team, setting clear performance goals and providing coaching and support to drive results. Foster a culture of accountability and teamwork within the organization. 
• Performance Analysis: Track and analyze Partner Sales performance metrics, partner effectiveness, and market trends. Use data-driven insights to make informed decisions and identify areas for improvement. A sharp focus on attaining targets globally and by region, by partner. 
• Collaborative Planning: Collaborate with other departments such as marketing, product management, and operations to align partner strategies with overall company initiatives. Ensure effective communication and coordination across departments. Ensure we have Partner Plans that are captured within project44 CRM and executed by project44 as a team. 
• Program Development: Develop and enhance partner programs, including incentive plans, training materials, and marketing collateral, to drive partner engagement and loyalty. 
• Cross-functional Program Management: Many of our strategic partners will require involvement of project44 product and engineering, customer success, professional services and support teams. Virtually all will involve project44 marketing. The VP will manage and oversee all such programs.  
• VAR Network: project44 has a broad and valued partner base where we intend to foster and provide revenue impact. Building and managing this network and all related programs to efficiently drive mutual growth is the responsibility of this VP. 
• Negotiations, Contracts and Related Execution: Lead negotiations with key partners to establish mutually beneficial agreements and contracts that ensure long-term business growth and profitability. The VP will oversee each of these agreements to ensure both parties are supported, engaged and successful.  
• Market Research: Conduct market research to identify new opportunities, competitive trends, and potential threats. Use market insights to refine channel strategies and gain a competitive edge. 
• Forecasting and Metrics Management: Provide accurate partner sales forecasts to the executive team to facilitate resource planning and business decision-making. Track KPIs by partner and overall, across the key metrics of sourcing, influenced revenue and channel business. 
• Continuous Improvement: Stay up-to-date wit