Director of Channel Sales, Posit
$275.8-364.1k
Offers an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States. This role has an expected 60/40 pay mix
Open-source tools for data science
Be an early applicant
Open-source tools for data science
201-500 employees
Be an early applicant
$275.8-364.1k
Offers an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States. This role has an expected 60/40 pay mix
201-500 employees
Company mission
To create free and open-source software for data science, scientific research, and technical communication.
Role
Who you are
- Channel sales experience, including owning a worldwide channel partner revenue number and consistently exceeding sales targets
- Track record of personally recruiting and building with channel partners. This is both a builder-recruiter role and a global program owner role
- Demonstrated success designing joint solutions or offerings with partners, backed by clear, partner-facing success metrics
- Experience developing partner economics and incentive models that partners can build a business around
- Understanding of the data science ecosystem and possible life sciences industry experience
- Exceptional ability to engage and influence partner and internal C-level stakeholders
- Experience managing or mentoring partner-facing team members
- Prior experience in a fast-paced technology company
- Are you excited about this role but not sure if your experience aligns with every qualification in the job description? That’s okay. We know multiple perspectives are essential for a thriving organization and we'd still love to hear from you!
What the job involves
- Our Partner Ecosystem team drives how Posit reaches new markets through commercial, delivery, and embedded technology partnerships. We're looking for a Director, Channel Partner Sales to own our worldwide channel partner program, from strategy and recruiting through partner enablement, working closely with our Alliances, Sales, and Customer Success teams
- Why this role exists: to build and lead the Posit Partner Program, recruiting and enabling the right partners, building solutions they can sell repeatably, and giving them a clear, metrics-backed path to profitability with Posit. You are responsible for:
- Owning partner selection and prioritization for the channel segment, in alignment with corporate priorities and team capacity
- Serving as the executive point of contact for strategic channel partners; sponsoring GTM initiatives and resolving cross-functional blockers
- Defining the GTM motion for channel partners, including co-marketing, MDF, quarterly plans, and rules of engagement, and leading annual partner planning while owning a worldwide channel revenue target
- Recruiting and activating new channel partners in key industry verticals including Life Sciences, Financial Services, and Public Sector, and in the ecosystems of key alliances including Databricks, Snowflake, and AWS, owning the channel-partner segment directly within those alliances while coordinating alliance-level strategy with existing alliance owners
- Building repeatable industry solutions with partners, and defining partner-facing metrics and incentive structures that show them how to build a profitable, scalable business on Posit
- You'll be the go-to owner of channel strategy while working closely across the partner org to keep recruiting, activation, and delivery connected:
- Partner closely with the team on partner onboarding, technical certification, and sales enablement
- Lead a growing team, starting with a Partner Sales Manager focused on revenue execution and deal registration
- Drive consistency in deal registration and report on channel performance to leadership
- Act as internal champion to customer facing teams on the benefits of working with channel partners with our customer base and in new opportunities
- Within 1 month, you'll..
- Get involved in active deals and build a clear view of the channel program, including the partner landscape and key relationships across Alliances, Sales and Customer Success, and your Partner Sales Manager
- Learn Posit's open-source data science ecosystem and the industry solutions we bring to Life Sciences, Financial Services, and Public Sector
- Within 3 months, you'll..
- Deliver a clear partner recruitment strategy across target vertical industries (Life Sciences, Financial Services, Public Sector) and alliance ecosystems (Databricks, Snowflake, AWS)
- Define partner selection criteria and the initial GTM motion and rules of engagement for channel partners
- Within 6 months, you'll..
- Land and activate the first newly recruited partners
- Ship the first repeatable industry solution package for life sciences, with an aligned set of target accounts
- Have an enablement motion in place so newly recruited partners can ramp and start selling quickly
- Within 12 months, you'll..
- Hit an established worldwide channel revenue and pipeline target for the segment
- Own the annual partner planning cycle end to end, from strategy through execution
- Have a clear point of view on how the partner organization should scale to support continued worldwide growth
Our take
In a data-driven world, having reliable and accessible software is key to optimizing functionality. Posit provides R and Python-based tools to help improve the speed and quality of analysis, created "for data scientists by data scientists", with uses in data science, scientific research, and technical communication.
By creating universal data processing capabilities, Posit is helping to create new pathways in the digital age. Many of the company's products, including Posit Team for enterprises, are open sourced and accessible to all. Those looking for more advanced products can access programs such as Posit Server Pro and Shiny Server Pro for workspace management.
Given its unique approach to data management, entities from Liberty Mutual to Walmart and NASA have been incorporating Posit's technology. The company has received considerable amounts of funding, which has been used to expand its services. And, as the demand for open-source services continues to grow, Posit should continue to capture market share.
Steph
Company Specialist at Welcome to the Jungle
Insights
41% employee growth in 12 months
Company
Funding (1 round)
May 2021
$161.3m
LATE VC
Total funding: $161.3m
Company benefits
- 100% remote (or come in to one of our offices in Seattle or Boston)
- Pick your hardware — we want to equip you with what you need to do your best work
- All our full time employees are given an allowance to outfit their home office
- We have a flexible environment with a “take what you need” vacation policy
- Positive, passionate culture working with a world-class team committed to data science and the R language
Company HQ
South Boston Waterfront, Boston, MA
Leadership
JJ Allaire
(Founder & Executive Chair)Founded Allaire, where they served as CEO and then Chairman. JJ also founded Onfolio, which was acquired by Microsoft. They founded FitNow in 2008 before starting RStudio in January 2010.
Tareef Kawaf
(CEO)Previously SVP of Engineering and Operations at Brightcove, VP of Engineering at Ruckus Network and Director of Engineering and Commerce at ATG.
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