Director of Partnerships & Channel, Front
$233.8-294.1k
OTE
+ Equity; OTE is an 85/15 Split
More information about location
2 days a week in office
Shared customer communication hub
Open for applications
Shared customer communication hub
201-500 employees
Open for applications
$233.8-294.1k
OTE
+ Equity; OTE is an 85/15 Split
More information about location
2 days a week in office
201-500 employees
Company mission
To make work happier by powering better relationships at scale.
Role
Who you are
- 10+ years experience in channel sales, business development, or strategic partnerships, with at least 5 years in a management role
- Proven track record of developing and executing successful strategic partnership strategies in the SaaS industry, including with TSD channel partners
- Strong leadership skills with experience building and managing high-performing teams, paired with a willingness to roll up your sleeves to help your team reach its goals
- Extensive experience cultivating and managing strategic relationships with key partners, including TSDs, other channel partners, and ISV/integration partners
- Excellent communication, negotiation, and presentation skills, with the ability to effectively engage and influence executive-level stakeholders within Front and partner organizations
- Goal oriented and the ability to thrive in a fast-paced technology-driven sales environment
- Deep understanding of the CX & customer support landscape, with a strong network of relationships within the TSD & master agent ecosystem
- Proven ability to drive partner-sourced pipeline and revenue growth, consistently exceeding sales targets
- Strategic thinker with the ability to identify and capitalize on market opportunities and trends
- Experience negotiating and executing complex partnership agreements
What the job involves
- As the Director of Partnerships & Channels at Front, you will spearhead the development and execution of our partnerships strategy, driving significant revenue growth and market expansion
- You will be responsible for building and leading a high-performing team, cultivating strategic relationships in target partner ecosystems including Technology Services Distributor (TSD) channel partners, ISV/integration partners in the CX & customer support industries, and industry partners in logistics and travel
- You will collaborate closely with Front’s executive leadership, Sales, Marketing, Product, Finance, and Legal teams to develop and manage pipeline and go-to-market (both co-selling and co-marketing) initiatives that generate substantial incremental revenue and establish Front as a leader in the CX ecosystem
- You will be a key leader within Front, shaping and evolving our partner programs, processes, and overall strategy to drive long-term scalability and success
- This position reports to our VP, New Business & Partnerships
- Expand and refine the long-term strategy for increasing Front’s pipeline and revenue in the CX ecosystem through strategic partnerships with TSDs, ISVs, and other key channel partners
- Build and manage a high-performing partnerships & channels team, providing mentorship, guidance, and support to drive partner success and achieve revenue targets
- Cultivate and manage strategic relationships with key partners, serving as the senior point of contact
- Become a subject matter expert on Front and all of our products, leveraging your expertise to educate and capture mindshare with our partners
- Collaborate with Front’s executive leadership, Sales, Marketing, Product, Finance, and Legal teams to align partnership strategies with overall business objectives and increase sales pipeline and revenue growth
- Identify, negotiate, and execute partnership agreements that maximize value for Front and its partners
- Drive joint marketing and sales initiatives with partners to generate awareness, pipeline, and revenue
- Travel as needed (up to 30%) to support key partner meetings, industry events, and strategic initiatives
- Establish and track key performance indicators (KPIs) for partner activity, enablement, and pipeline, providing regular reporting and analysis to executive leadership
- Stay at the forefront of industry trends and insights, proactively identifying new partnership opportunities and providing strategic recommendations to drive business growth
- Lead cross-functional initiatives to align internal teams at Front with strategic partners, ensuring seamless collaboration and execution of partnership programs
Our take
When a business receives an email from a customer it can set off a chain of forwarded emails across the company, an inefficient process where information (and sales!) can easily get lost. Front exists to change this, consolidating all customer communications into a single shared inbox which can be accessed by teams of any size and completely eliminates the need for internal emails.
With more companies moving to remote working and eCommerce becoming the predominant form of conducting business, Front's product has been enthusiastically received by over 8,000 companies, including Mailchimp, Shopitfy and Convoy. However it is by no means alone in this space, with huge competitors such as Google and Microsoft providing communications solutions and other internal communications tools such as Slack gaining traction. Front may have an edge here though: its unified solution also provides automated workflows, ticketing and analytical tools that are either absent or less well integrated in competing offerings.
In 2022, Front raised investments in a Series D round and achieved unicorn status with a valuation of over $1 billion. It is moving to futher develop its product and increase its market share, hiring on new talent ahead of a possible IPO in the near future. Definitely watch this space!
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jun 2022
$65m
SERIES D
Jan 2020
$59m
SERIES C
Total funding: $203.3m
Company benefits
- Flexible PTO
- 401(K) plan
- Parental Leave
- Volunteer time off
- Commuter benefits
- Wellness benefits
- Work from home opportunities
- Health insurance
- Equity
- Mental health support
- Family planning support
Company HQ
SoMa, San Francisco, CA
Leadership
Laurent Perrin
(CTO)Former Hacker in Residence at eFounders. Former Technical Architect at FaberNovel and CTO at Radioline. MSc in Computer Science at Ecole Polytechnique.
Mathilde Collin
(CEO)Former Project Manager at Concord with MA in Entrepreneurship at HEC Paris.
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