Director, Strategic Channel Partnerships

The Director, Strategic Channel Partnerships is responsible for developing and managing strategic relationships with key partners to drive revenue growth and expand market reach. This role involves identifying potential fulfillment, reseller, distribution, and implementation partners, negotiating complex agreements, and leading the Procore partner relationship from launch to scale. The director will serve as the executive point person for key relationships and be accountable for overall channel performance. This is a critical blend of strategic architecture and revenue execution, in which you will own the strategy, drive implementation, and be accountable for results. This position reports into the VP, Corporate Development and Partnerships and will have frequent contact with senior executives, up to and including the C-suite of both organizations. This opportunity can work remotely from any US location, and we are looking for someone to join us immediately.

What you’ll do:

• Drive End-to-End Partnership Lifecycle: Serve as the executive point person for key channel relationships, responsible for identifying, negotiating, and managing complex partnership agreements and contracts.
• Lead Cross-Functional Alignment: Collaborate with internal teams to align partner priorities and strategies with business goals, integrating existing partnership threads across Sales, Customer Success, Marketing, and Product into one cohesive, high-impact partnership.
• Own Indirect Revenue & Performance: Own the global indirect revenue forecast and all associated co-sell, resell programs. Establish, manage, and report on the performance metrics for in-field channel resources (dotted-line reporting) to ensure revenue goal attainment.
• Govern Strategy & Execution: Create and execute strategic Joint Business Plans (JBPs), define shared KPIs, facilitate executive Quarterly Business Reviews (QBRs), and drive joint executive alignment.
• Evangelize & Mentor: Lead, influence, and mentor regional field resources to ensure tight sales alignment and consistent channel execution. Communicate and evangelize the strategic value and successes of the partnership ecosystem to internal stakeholders.
  
  

What we’re looking for:

• 10 years of total professional experience, with a minimum of 6 years directly owning Channel Partnerships, Strategic Alliances, or Business Development for a B2B SaaS platform.
• Experience with building, developing and growing channel partnerships and relevant programs that deliver long term revenue growth and customer/partner satisfaction.
• Consistent track record of exceeding revenue targets and business objectives.
• Outstanding interpersonal skills, business judgment, strong communication, and demonstrated ability to generate action and drive outcomes through influence and engagement.
• A self-starter who is comfortable with ambiguity, working cross-functionally in a high growth business landscape, and prioritizing multiple projects and deadlines in a fast-paced environment.
• Bachelor's degree required; candidates with an MBA, previous Saas or software experience, knowledge of global distributors and/or public sector channels, or strategic understanding of the construction industry market are a plus.
  
  

Additional Information

Base Pay Range:

192,000.00 - 264,000.00 USD Annual

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.