Director, Partner Account Management

Founded in 2014, ButterflyMX is on a mission to empower people to open and manage doors & gates from a smartphone. Our products are installed in more than 15,000+ multifamily, commercial, gated communities, and student-housing properties worldwide, including properties developed, owned, and managed by the most trusted names in real estate.

Our features are designed for developers, owners, property managers, and tenants. And our products lower operating costs and improve tenant satisfaction. Developers and owners no longer need to run building wiring or install in-unit hardware. Property managers can grant building access, revoke permissions, and review entry logs from an online dashboard. Residents can open doors from their smartphones, issue visitor access, and see who is trying to enter the building.

Fantastic people are the key to our success. As a distributed, primarily remote workforce, we’re looking for more intelligent, passionate, collaborative, and down-to-earth individuals to join our growing team. Our culture is transparent and flexible; our benefits range from a 401(k) match to quarterly stipends for self-care. While we work incredibly hard to improve the experience of everyone who lives, works, and visits our communities, we always have time for a good laugh.

ButterflyMX is seeking an experienced Director of Partner Account Management to grow sales with Physical Security Integrators in the US and Canada. This role is our first dedicated partner management hire and is crucial in shaping our strategy, driving future success, and expanding our installer, dealer, and reseller network. It requires strong relationship- and pipeline-building skills, as well as the ability to act as the primary liaison between ButterflyMX and our partners. This role reports to our Chief Marketing Officer.

Responsibilities

• Create and execute the strategy for growing relationships with Physical Security Integrators of all sizes throughout the US and Canada.
• Build a partner management operation that scales to drive new ARR. 
• Maintain close connectivity with partners to ensure above-quota pipeline generation and bookings. 
• Use regular business reviews to hold partners accountable for pipeline and booking commitments. 
• Work closely with the sales team to ensure leads are driven to the right partners at the right time based on how we want to incentivize each partner. 
• Collaborate with ButterflyMX marketing, sales, customer success, and implementation project management teams to ensure alignment on the end-to-end partner and customer journeys.
• Educate Partners on ButterflyMX products, programs, promotions, pricing, and sales campaigns.
• Develop and execute customer-facing and internal partner marketing activities.
• Make recommendations regarding channel Partner Program tools, incentives, and go-to-market messaging.
• Work with the Director of Partner Operations to increase partner certifications, develop course materials, and identify growth opportunities.
• Report and manage sales activities, pipelines, forecasts, and closed deals to ensure above-quota results.
• Identify areas of expansion based on coverage needs or opportunities across the partner network.

Requirements

• 6+ years of relevant experience with Security and IT value-added reseller partners.
• Demonstrated success in building and leading a sales team in a high-velocity, transactional sales environment (preferably in the Channel space).
• Ability to quickly and easily develop strategic relationships with executive-level stakeholders within large organizations. 
• Capacity to develop top-down and bottom-up strategies with Partner leadership that drive successful business outcomes. 
• Successfully hired and trained new Partner Managers and coached lower performers through to success.
• Demonstrated ability to consistently and accurately forecast sales results and pipeline.
• Fluency in Salesforce, Hubspot, Excel, and other business software

Benefits

• Comprehensive Medical (ButterflyMX covers 90% of the cost) starting day 1
• Dental and Vision plans (ButterflyMX covers 100% of the cost) starting day 1
• 401(k) plan with a match
• 13 paid holidays and 25 days of PTO
• Paid Family Leave
• Employee Assistance Program
• Quarterly self-care stipends
• HealthAdvocacy Program
• Access to optional benefits, including pre-tax flexible healthcare spending accounts (FSA and HSA), Dependent Care FSA, and Commuter Benefits, as well as optional Supplemental Life, AD&D, Hospital Indemnity, Disability, Legal, Accident, Critical Illness, Pet, and Personal Liabi