Director, Channel Partnerships

📌 Core Information

🔹 Job Title: Director, Channel Partnerships

🔹 Company: ASAPP

🔹 Location: United States (Remote OK)

🔹 Job Type: Full-time

🔹 Category: Technology, Information and Internet

🔹 Date Posted: April 17, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Developing and executing channel strategy to deliver measurable pipeline and revenue
• Recruiting strategic partners through effective sourcing, vetting, and negotiation
• Managing stakeholder relationships across customers, prospects, and partners
• Aligning channel strategy with company-wide objectives and OKRs

ASSUMPTION: This role requires a strategic mindset, strong negotiation skills, and experience in B2B SaaS partnerships within the Enterprise and Contact Center space.

📋 Key Responsibilities

✅ Develop and execute channel strategy that delivers measurable pipeline and revenue

✅ Recruit strategic partners through effective sourcing, vetting, and negotiation

✅ Create streamlined partner onboarding and enablement processes with playbooks and joint marketing materials

✅ Establish certification and training programs for channel partners

✅ Manage stakeholder relationships across customers, prospects, and partners, developing co-selling/co-marketing opportunities

✅ Develop and refine high-level integration architecture between ASAPP and channel partners

✅ Translate ASAPP's technical capabilities into compelling partner value propositions

✅ Align channel strategy with company-wide objectives and OKRs

✅ Forecast, maintain, and close channel-sourced revenue pipeline

✅ Define and track KPIs to measure channel program performance

✅ Represent ASAPP at industry events and partner conferences

ASSUMPTION: This role involves cross-functional collaboration with Engineering, Product, Finance, Marketing, and Sales teams.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 10+ years in B2B SaaS Partnerships within the Enterprise and/or Contact Center space (AI/ML experience preferred)

Required Skills:

• Proven success navigating complex partner ecosystems (integrators, consultancies, resellers)
• Track record of executing strategic vision to achieve revenue targets
• Experience scaling partner programs from early-stage to maturity
• Strong negotiation skills with understanding of legal and compliance considerations
• Executive-level presentation and public speaking abilities
• Established network of relevant partnerships, especially with emerging technologies and major marketplaces
• Leadership skills with ability to drive cross-functional change
• Collaborative approach working with multiple teams
• Financial modeling and experience with PRM/CRM tools preferred

Preferred Skills:

• Experience in the AI/ML space
• Fluency in multiple languages

ASSUMPTION: Candidates with relevant industry experience and a proven track record in channel partnerships are strongly encouraged to apply.

💰 Compensation & Benefits

Salary Range: $180,000 - $250,000 per year (Based on industry standards for a Director-level role in B2B SaaS Partnerships with 10+ years of experience)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company match
• Flexible time off
• Parental leave
• Professional development opportunities

Working Hours: Full-time (40 hours per week) with flexible hours and remote work options

ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: ASAPP operates in the technology sector, focusing on artificial intelligence and machine learning products for contact centers and customer experience.

Company Size: ASAPP is a mid-sized company with 201-500 employees, providing a dynamic and collaborative work environment.

Founded: ASAPP was founded in 2014 and has since grown to become a leading provider of AI-powered customer experience solutions.

Company Description:

• ASAPP's mission is to deliver the best AI-powered customer experience—faster than anyone else.
• The company is guided by core principles that emphasize customer obsession, purposeful speed, ownership, and a relentless focus on outcomes.
• ASAPP values curiosity, data, and craftsmanship, working in tight, skilled teams to continuously evolve and innovate.

Company Specialties:

• Artificial Intelligence
• Contact Center
• Customer Experience
• Digital Transformation
• Call Centers

Company Website: http://www.asapp.com

ASSUMPTION: ASAPP's focus on AI and customer experience makes it an attractive option for candidates interested in cutting-edge technology and improving customer interactions.

📊 Role Analysis

Career Level: This role is a Director-level position, offering significant responsibility and the opportunity to shape ASAPP's channel partnership strategy.

Reporting Structure: The Director, Channel Partnerships will report to the VP, Head of Partnerships and Business Operations and manage a Partner Manager.

Work Arrangement: This role offers remote work options, allowing for flexibility and a better work-life balance.

Growth Opportunities:

• As ASAPP continues to grow, there will be opportunities for the successful candidate to expand their team and take on more responsibility.
• This role provides exposure to various aspects of the business, fostering personal and professional growth.
• The dynamic nature of ASAPP's industry ensures that the candidate will stay engaged and challenged in their role.

ASSUMPTION: The successful candidate will have a strong desire to learn, adapt, and grow within ASAPP's fast-paced environment.

🌍 Location & Work Environment

Office Type: ASAPP has hubs in New York City, Mountain View, Latin America, and India, offering a hybrid or remote work environment.

Office Location(s): One World Trade Center, 80th Floor, New York, NY 10007, US; 717 North Shoreline Boulevard, Mountain View, California 94043, US; 612 E Main St, Suite B, Bozeman, Montana 59715, US; 209-215 Dryden Rd, Room 327, Ithaca, NY, US; MG Road, 43, Residency Road, Bangalore, Karnataka 560025, IN

Geographic Context:

• ASAPP's global presence allows for collaboration with diverse teams and exposure to different markets.
• The company's headquarters in New York City provides access to a vibrant tech industry and cultural scene.
• ASAPP's offices in Mountain View, California, place the company at the heart of Silicon Valley.

Work Schedule: Full-time (40 hours per week) with flexible hours and remote work options

ASSUMPTION: The successful candidate will be comfortable working in a hybrid or remote environment and collaborating with global teams.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the Hiring Manager
• Technical assessment or case study
• On-site or virtual interview with cross-functional stakeholders
• Final interview with the VP, Head of Partnerships and Business Operations

Key Assessment Areas:

• Strategic thinking and problem-solving
• Negotiation skills and ability to build relationships
• Cross-functional collaboration and communication
• Understanding of ASAPP's products and market position

Application Tips:

• Highlight your relevant experience in B2B SaaS partnerships and channel strategy development.
• Tailor your resume and cover letter to emphasize your skills and accomplishments in the context of this role.
• Prepare for behavioral and situational interview questions that focus on your ability to navigate complex partner ecosystems and drive revenue growth.

ATS Keywords: B2B SaaS Partnerships, Enterprise, Contact Center, AI, ML, Negotiation, Public Speaking, Partner Ecosystems, Revenue Targets, Partner Programs, Cross-Functional Leadership, Financial Modeling, PRM Tools, CRM Tools, Stakeholder Management, Integration Architecture

ASSUMPTION: ASAPP's hiring process is designed to assess the candidate's strategic thinking, negotiation skills, and ability to collaborate effectively with cross-functional teams.

🛠️ Tools & Technologies

• PRM (Partner Relationship Management) tools (e.g., Impartner, Allbound)
• CRM (Customer Relationship Management) tools (e.g., Salesforce, HubSpot)
• Project management tools (e.g., Asana, Trello)
• Communication and collaboration tools (e.g., Slack, Microsoft Teams)

ASSUMPTION: The successful candidate will be comfortable using various tools and platforms to manage partner relationships and collaborate with cross-functional teams.

👔 Cultural Fit Considerations

Company Values:

• Customer obsession
• Purposeful speed
• Ownership
• Relentless focus on outcomes

Work Style:

• Collaborative and cross-functional
• Data-driven and curious
• Adaptable and resilient

Self-Assessment Questions:

• How do you align with ASAPP's core principles, and how have you demonstrated these values in your previous roles?
• Describe a situation where you had to navigate a complex partner ecosystem, and how did you approach it?
• How do you stay organized and manage your time when working with multiple stakeholders and priorities?

ASSUMPTION: ASAPP values candidates who are customer-focused, data-driven, and adaptable, with a strong desire to learn and grow within the company's fast-paced environment.

⚠️ Potential Challenges

• Managing multiple partner relationships and priorities
• Navigating complex partner ecosystems and legal considerations
• Aligning channel strategy with company-wide objectives and OKRs
• Working with remote and global teams

ASSUMPTION: The successful candidate will be able to manage multiple priorities, navigate complex ecosystems, and collaborate effectively with remote teams.

📈 Similar Roles Comparison

• This role is similar to a Channel Partnerships Manager or Director in other B2B SaaS companies, but with a greater emphasis on strategic vision and revenue targets.
• ASAPP's focus on AI and machine learning sets this role apart from more traditional channel partnerships roles.
• Career progression in this role could lead to a VP or C-level position in Partnerships or Business Development.

ASSUMPTION: Candidates should consider their long-term career goals and how this role aligns with their aspirations for growth and leadership within the partnership function.

📝 Sample Projects

• Developing a strategic partnership plan to drive revenue growth in the enterprise segment
• Negotiating and closing a strategic partnership with a major market player in the contact center space
• Establishing a certification and training program for channel partners to drive adoption and revenue growth

ASSUMPTION: These sample projects illustrate the strategic and revenue-focused nature of the Director, Channel Partnerships role at ASAPP.

❓ Key Questions to Ask During Interview

• How does ASAPP support the growth and development of its channel partnerships team?
• Can you describe the company's approach to cross-functional collaboration and stakeholder management?
• How does ASAPP measure the success of its channel partnerships program, and what KPIs are most important?
• What opportunities are there for growth and advancement within the partnership function at ASAPP?
• How does ASAPP approach remote work and collaboration with global teams?

ASSUMPTION: These questions are designed to help the candidate understand ASAPP's approach to partnership growth, cross-functional collaboration, and career development within the company.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for interviews by researching ASAPP's products, market position, and company culture
• Follow up with the hiring manager after your interview to express your interest in the role and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.