Partner and Channel Sales Director

8-10 years of business development, channel sales, or partnerships experience, preferably in EdTech Experience with major K-12 EdTech tools and platforms Demonstrated success building and scaling a channel or partnership ecosystem Strong understanding of K-12 procurement, RFP processes, and budget cycles Ability to negotiate complex agreements Manage strategic cross-functional relationships Excellent executive-level communication skills Strong analytical capabilities and experience managing pipeline and forecasting

Develop a multi-year Partnership & Sales Channel Strategy Identify, evaluate, and onboard new strategic partners Define partner tiers, benefits, incentives, and performance metrics Own partner-sourced and partner-influenced revenue targets and forecast pipeline Guide partners through positioning of solutions and competitive differentiation Conduct quarterly business reviews (QBRs) Develop repeatable playbooks for onboarding and upsell strategies Develop co-branded campaigns, webinars, and field marketing activities with partners Partner with Sales to drive district-level co-sell activities Support state-level or consortium-level RFP submissions Develop Partner onboarding materials and certification programs Create Partner Playbooks for various use cases Maintain and optimize a Partner Asset Portal Negotiate partnership agreements and revenue-share structures Maintain oversight of partner performance and adherence to brand guidelines Coordinate with CGO/CRO, Legal, Finance, and RevOps for reporting and deal registration