Vice President of Channel Sales & Partnerships, Bevi
$382.5-472.5k
OTE
Water dispenser for office and commercial spaces
Be an early applicant
Water dispenser for office and commercial spaces
201-500 employees
Be an early applicant
$382.5-472.5k
OTE
201-500 employees
Company mission
Bevi is on a mission to unbottle the future.
Role
Who you are
- A proven track record of defining a growth strategy and leading teams to deliver consistent, predictable partner revenue growth at both the national and branch level
- 12+ years of experience in channel, foodservice, or OCS sales, with 5+ years leading teams that grew a channel or partner business at scale
- Experience leading and scaling both partnership teams and field or territory sales teams in a high-growth environment
- Deep experience working with global foodservice, facilities management, and OCS leaders
- Strong commercial acumen, with hands-on experience in contract negotiation and pricing strategy
- International partnership experience, ideally expanding a channel business into new markets
- You're a first-principles thinker who doesn't just apply frameworks, but builds them to solve problems, define strategy, and move Bevi's go-to-market forward
- You're data-driven and analytically minded, with a strong track record of forecast accuracy and pipeline management, and the discipline to course-correct early
- You move fast and bring clarity to ambiguity, building structure where it doesn't exist yet
- You run the business like a GM, working across sales teams and functions so partners and customers get one consistent experience
- You hire and develop strong leaders, coach instead of taking the problem back, and build high-performing, accountable, collaborative teams
- You're direct and candid, with strong executive presence and the confidence to say the hard thing respectfully, including to partner executives and our leadership team
What the job involves
- We're seeking a VP, Channel Sales & Partnerships to join our team. You'll report to our Chief Revenue Officer, lead our National Partnerships and Territory Sales teams, and own the strategy behind our indirect business, which is a major growth opportunity for Bevi
- That business includes our national partnerships with leading foodservice, facilities management, and office coffee service (OCS) providers, our independent distribution partners, and our office supply partners
- It also includes a Territory Sales team that grows those partnerships branch by branch across the country. This is a chance to shape the strategy, structure, and team behind that growth, and turn it into consistent, predictable results
- Own Bevi's indirect sales and partner portfolio (facilities management, and OCS partners, independent distributors, and office supply partners), driving consistent, predictable growth in revenue and machine bookings
- Set direction and priorities across partner types and regions, and build the frameworks and repeatable playbooks for growing with existing partners and expanding into new accounts, partner types, and markets
- Lead the expansion of our partner business internationally, starting with the UK and Ireland
- Serve as Bevi leadership's strategic advisor on indirect sales and partnerships, helping shape our broader go-to-market strategy
- Serve as executive sponsor for our most strategic partners, alongside the National Partnership Managers who own them day to day, with a focus on partner satisfaction and long-term retention
- Lead negotiations on pricing, rebates, and contract terms, and hold the team and partners to commitments, service levels, and KPIs through regular business reviews
- Lead the National Partnership Managers (partner strategy, joint business plans, agreements) and the Territory Managers (turning national plans into branch-level pipeline, bookings, and placements)
- Hire, coach, and develop a high-performing team and leadership bench, keeping top performers engaged, addressing underperformance quickly and directly, and leading the team through a period of significant growth and change
- Own the forecast and annual operating plan for indirect sales, including revenue, headcount, and budget, in partnership with Finance, and deliver forecasts leadership can count on
- Build the operating rhythm (pipeline management, CRM discipline, performance reporting) so the team knows what's working and course-corrects early, and partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans
- Set clear rules of engagement with Bevi's other sales teams so shared accounts get one consistent experience
- Bring partner and field insights to Product, Operations, and Marketing to shape the roadmap, service, and go-to-market programs
Our take
Americans buy billions of water bottles per year, the manufacture of which uses millions of barrels of crude oil. This alone causes significant damage to the environment, before even considering the carbon impact of delivery or the plastic waste produced. Bevi hopes to change this with its smart beverage-dispensing machine that only requires a tap water source to function.
Bevi’s dispensers allow users to customise their drinks, check nutrition information and track the environmental impact of their usage. With the ability to carbonate beverages as well as flavour them with natural essences, and even some caffeine and electrolytes if one wishes, Bevi has created a versatile hydration system that caters to the modern consumer on both eco-conscious and personal taste levels.
This simple and effective hydration system has become popular across industries. Over 4000 companies, including Volkswagen, Netflix and Google, make use of Bevi machines. The company, though having to fight through some self-admittedly "frightening" times, has raised significant funding that will support its rapid growth and expansion into new verticals and products.
Steph
Company Specialist at Welcome to the Jungle
Insights
23% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Aug 2022
$70m
SERIES D
Jan 2019
$35.5m
SERIES C
Total funding: $130.2m
Company benefits
- Flexible Time Off: Our paid time off (PTO) policy means you can plan your perfect gvetaway when you need to recharge.
- Health is Wealth: Comprehensive health coverage through Blue Cross & Blue Shield which keeps you and your loved one protected.
- Stay, Fit, Stay Happy: Boost your wellness with gym membership reimbursements and additional fitness perks.
- Ownership Mindset: Everyone gets a piece of the pie with our stock options plan. When the company succeeds, you succeed.
- Bevi Annual Retreat: Recharge and bond with teammates during our unforgettable company retreat packed with adventures and team building.
- Awesome Office Perks: Enjoy our office culture with catered lunches, happy hours, exclusive Bevi flavor tastings, and a dog-friendly workplace.
Company HQ
Medford Street / The Neck, Boston, MA
Leadership
Eliza Becton
(Co-Founder & VP of Product)Eliza's background is in user-experience design at various startups, with end-to-end experiences from ideation to market research to prototyping. Eliza graduated from the Rhode Island School of Design (RISD) with a Masters in Industrial Design, and from Yale University with a BS in Mechanical Engineering.
Cathy Lewenberg
(CEO)With a diverse background across consumer, retail, healthcare, and tech industries, Cathy earned her BA in Politics and American Studies from Princeton University and MBA from the Wharton School.
Sean Grundy
(Co-Founder)Previously, Sean has had 3 years experience managing environmental projects at Rare. They attended MIT Sloan School of Management for their MBA and Princeton for their undergraduate degree.
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