Director of Partner Ecosystem

BetterCloud is the market leader for SaaS Operations, enabling IT professionals to transform their employee experience, maximize operational efficiency, and centralize data protection. With no-code automation enabling zero-touch workflows, thousands of forward-thinking organizations like Twitch, Oscar Health, and Cloud Factory now rely on BetterCloud to automate processes and policies across their cloud application portfolio.

With 10+ years of experience pioneering the SaaS Operations movement, BetterCloud now serves the world’s largest community of SaaSOps experts. As host of Altitude, the industry’s leading SaaSOps event, and publisher of The State of SaaSOps Report, the category’s definitive market research, BetterCloud is recognized by customers (G2) and leading analyst firms (Gartner and Forrester) as the market leader in SaaS Operations Management.

Headquartered in New York City, with a large presence in Atlanta, GA, as well as innovation hubs & remote talent across the U.S. BetterCloud is backed, among others, by some of the best technology investors Vista Equity Partners, Warburg Pincus, Bain Capital, and Accel.

Reporting to the CRO, the Director of Partner Ecosystem is a rising executive responsible for the indirect go to market strategy, partner programs, operations and sales revenue. All partner based routes to market are in scope, including Solution Providers, Scale Resellers, Distribution and Tech Alliance Partners. They will drive the strategy in alignment with BetterCloud’s GTM sales strategies and segments.

This leader is responsible for the development and execution of programs to grow the value and contribution of the partner ecosystem across all routes to market. They are expected to lead the partner team; and collaborate with the sales team, marketing team, services team, and training/enablement team to build a fully integrated partner strategy and ecosystem. This role will have a high impact and will be a quota carrying sales management position that plays an integral role in the overall success of the company.

What You’ll Do 

• Develop and implement the overall partner and alliance strategy 
• Develop and implement robust business planning process and operational cadence across all partners that closely aligns to BetterCloud’s segments and required growth
• Establish credibility within the industry and with BetterCloud’s  partners and targets
• Collaborate with field leadership teams to deliver repeatable partnerships that add value to our customers, identify incremental customer opportunities and assist in current sales pursuits where directed by the customer or sales teams
• Provide competitive intelligence for use in strategic analysis and positioning of company product offerings
• Build a metrics driven organization through evolved reporting, dashboards, and tracking channels to provide actionable insight on performance and growth opportunities

About You

• Proven results as a leader of Partners & Alliances or a similarly relevant role within the tech space
• Demonstrated experience leading and scaling Partner organizations with scale north of $100M+ 
• SaaS background with a deep understanding of value drivers in recurring revenue business models
• Must have sold complex, technical products, ideally SaaS infrastructure related
• Consistently demonstrate a passion for BetterCloud’s values

Goals

By the end of week 1, you will have:

• An overview of the Revenue teams and understand the current Channel system

By the end of 30 days, you will have:

• Successfully onboarded getting certified in BetterCloud Value Selling

By the end of 60 days, you will have:

• Started rebuilding the Channel program

What We Offer

• Medical, Dental, and Vision benefits (100% employer-paid option) HSA and FSA and dedicated mental health resources
• Equity options, financial wellness support, WFH stipend
• Remote friendly culture
• Our team enjoys 4+ weeks of PTO, plus paid sick/mental health days, and 12 paid holidays
• Plus more… Think events, killer swag and a strong BetterCloud Community!

BetterCloud is an Equal Opportunity Employer, including disabled and vets.

*Remote - Qualified applicants based on most states of the U.S.A. are eligible for this position. Note that there are a number of states from where this position cannot be held.

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Salary: 

Salary Range: $237,600 - $264,000 OTE 

This salary range represents BetterCloud’s good faith and reasonable estimate of the range of possible compensation for t