About

• Develop and execute a global channel strategy aligned with commercial objectives and growth targets.
• Analyze market trends and partner ecosystems to identify strategic opportunities.
• Define and track success metrics to continuously optimize channel performance.
  
  

• Identify, recruit, and onboard new channel partners across corporate, government, and academic sectors.
• Build strong relationships with key decision-makers to drive long-term engagement.
• Segment and prioritize partners to focus resources where they deliver the most impact.
  
  

• Co-develop business plans with partners, including sales goals, target markets, and resource allocation.
• Drive co-selling and co-marketing initiatives to expand pipeline and accelerate growth.
• Support partners in complex deal structuring and key account opportunities.
  
  

• Build and manage a scalable partner program, including enablement, incentives, and performance tracking.
• Conduct regular business reviews to evaluate progress and align on goals.
• Continuously refine program structure based on partner feedback and performance data.
  
  

• Deliver onboarding, training, and sales tools to ensure partner readiness and effectiveness.
• Support partner teams with consistent messaging, collateral, and sales playbooks.
• Serve as a point of contact for issue resolution and strategic deal support.
  
  

• Work with Sales, Product, Marketing, and Legal to align channel efforts with company goals.
• Coordinate with Marketing to develop channel campaigns and partner assets.
• Share partner feedback internally to drive product and process improvements.
  
  

• Track partner pipeline, revenue contribution, and program ROI.
• Prepare reports and insights for executive stakeholders to inform strategic decisions.
• Ensure compliance with partner agreements and regulatory requirements as needed.

• 5+ years of experience in channel sales, strategic partnerships, or alliances, with demonstrated impact in at least two of our core segments: Government, Corporate R&D, or Academic research markets. Experience should include partner acquisition, enablement, and revenue generation in complex or regulated environments.
  
  
• Industry background in SaaS or data/analytics-driven platforms is strongly preferred, with a solid understanding of how to position and sell technology solutions through indirect channels in highly technical or research-intensive industries.
  
  
• Proven track record of building, scaling, and optimizing channel partner programs that contribute significantly to pipeline growth, customer acquisition, and revenue performance. Experience should include the design of tiered partner models, incentive structures, and joint go-to-market initiatives.
  
  
• Strong commercial acumen and contract negotiation skills, including experience structuring and managing complex, multi-party agreements. Able to balance partner value creation with sustainable margins and compliance considerations.
  
  
• Excellent interpersonal, communication, and stakeholder engagement skills, with the ability to build trusted relationships across internal teams and externally with senior executives at partner organizations.
  
  
• Operational proficiency with CRM platforms (e.g., Salesforce), PRM tools, and analytics systems used to manage and report on partner pipeline, performance, and engagement.
  
  
• Familiarity with government procurement processes and compliance frameworks such as FedRAMP, DFARS, and ITAR is a plus, particularly in the context of working with federal agencies or government-affiliated research institutions.