Vice President, Partner Channel Sales

At Openforce, you will find a career experience that will challenge you, satisfy you, and make you proud to work for this Software as a Service (SaaS) and services company. Teamwork and transparent communication are the hallmark of this company. The focus is on high-performance, high customer service, and delivery standards. Openforce is a well-established company with an excellent reputation in our industry and with a ‘start-up’ feel. Openforce delivers the leading integrated cloud software suite for the independent contracting community, including recruiting, onboarding, settlement pay, compliance, insurance, and retention.

Job Purpose: Working with risk bearers, brokers, marketing, product and technology, this role will iterate and execute national channel strategies, programs, and partnerships that create revenue generation through multiple channels.

General Summary: As VP of Partner Channel Sales you will be at the forefront of our channel team and programs, bringing a strategic vision and innovative approach to building multi-tier programs to support the broader GTM strategy. A key focus is transforming the channel strategy and programs to promote net new customer acquisition and provide enhanced value to our customers.

Job Duties: The Vice President, Partner Channel Sales strives to accomplish the following:

• Actively lead and drive channel sales strategies, focusing on courier and last mile segment to meet/exceed revenue targets.

• Identify and evaluate potential channel partners, negotiating and closing agreements to expand the network.

• Partner with the partner channel team in driving a successful strategy and GTM model that supports business success and contributes to aggressive expansion across courier and last mile in alignment with the sales team.

• Build strong relationships with brokers, risk bearers, product and technology to amplify partner engagement and alignment with revenue targets.

• Analyze market trends, partner feedback, and sales data to refine our channel strategy for courier and last mile sales through broker sales partners.

• Contribute as a member of the channel leadership team in the ongoing development and execution of the partner growth strategy.

• Track all channel opportunities and provide forecasts/ funnel management reports.

• Evaluate and optimize channel performance through metrics and KPIs Develop and sustain executive-level relationships with key partners to build lasting partnerships.

• Monitor and analyze market trends, competitor activities, and channel performance to recommend strategic adjustments for sustained growth.

Key Competencies and Skills:

• Business Alignment - Aligns the direction, products, services, and performance of the channel partner business line with the rest of the organization.

• Develops Strong Relationships- Respected inside and outside of the organization, with a social media following, spending time in the field with risk bearers, brokers, clients and the sales team.

• Accountability- Reliance on leading metrics to manage their book’s performance, with patience and creativity when things get tough, and takes responsibility while using creativity to hit targets consistently.

• Technical Expertise - The ability to demonstrate depth of knowledge and skill in a technical area.

• Problem Solving - Resolves difficult or complicated challenges to hit targets and get results.

• Analytical Thinking - The ability to tackle a problem by using a logical, systematic, sequential approach.

Education and Other Requirements:

• Bachelor’s degree in relevant field

• 5-10 years, or equivalent, demonstrated success in partner channel sales consistently meeting/exceeding targets or equivalent experience.

• 5-10 years experience, or equivalent, working with software sales in transportation or human capital management and an understanding of their structure and go to market strategies.

• Proven track record of scaling a business and ability to successfully build and manage a partner go to market model within the software and technology.

• Experience building and managing a successful channel book of business.

• Expertise in evaluating current-state performance to influence strategy iterating, strategic partnership structures, and developing/rolling out global programs. Strong understanding of the [industry] ecosystem and partner landscape.

This is an exempt position that reports to the Chief Revenue Officer.

The Perks:

• Continued training and career development

• Full benefits package including: medical, dental, vision and 401k

• Vacation and holiday Pay

• Casual dress code and creative office environment

• Remote work environment

Job Type: Exempt, Full-Time

Salary: DOE

Travel: 25%-50%

Passion, excellence, respect, accountability and having fun are just the beginning. Openforce believes that our culture is at the core part of what makes us successful. We are looking for someone who understands good culture and will help shape it as it evolves.