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Director of Channel

at Envoy

San Francisco, United States

About Envoy

Envoy’s workplace platform has redefined how companies welcome visitors, improve the onsite experience, book desks and meeting rooms, manage deliveries, and access accurate and unified workplace data in 16,000 locations around the globe by designing products that solve common workplace problems.

Envoy provides a simple way to manage your complex safety, security, and compliance needs across all your workplace locations—wherever you need to bring people together.

Rely on smart, automated solutions to common workplace problems, like freeing up unused space and eliminating repetitive tasks. Not only does this allow you to make the most efficient use of your space and resources, it frees up your team’s time to focus on the work that matters.

With Envoy’s intuitive technology that employees actually enjoy using, you can create a great workplace experience that fosters community and togetherness by making it easy for teams to coordinate working onsite.

Unlike companies that offer disconnected workplace solutions and disparate (and often imprecise) data sources, Envoy’s platform provides accurate, comprehensive, and unified workplace data so you can make informed business decisions. Envoy’s integrated solutions pull data from multiple sources to ensure that you always have the most accurate data available.

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About the Role

As the Director of Channel at Envoy, you will own the partner team’s efforts by achieving your targets and driving results. You will be responsible for identifying, prioritizing, and unlocking growth drivers across our partner ecosystem and channel. The Channel team owns all partner relationships, from small local partners to international integrators, distributors, and tech partners. You will own a deal registration and ARR goal that is shared across the CAMs and a growing part of Envoy’s pipeline generation and revenue. You will assist your team in signing new partners, working with existing partners, and building commercial relationships with our tech partners. 

Managing both external and internal stakeholders is critical to building partner relationships and bringing partner ARR to Envoy. Internally, you will be part of a cross-functional team with sales, customer success, engineering, product and design, marketing and finance. The ideal candidate will have experience managing teams at fast-paced start-ups and is comfortable with frequent change.

This is a hybrid position that requires at least 3 days a week (Tuesday - Thursday) in our San Francisco HQ office.

You will

  • Lead team of 2 (and growing) to achieve team deal registration and revenue goals through partner sourced opportunities.
  • Implement strategies to source and generate revenue from resellers while ensuring that our customers can achieve their business goals and continue to grow with Envoy.
  • Own and improve the process to sign, train, enable and manage new partners.
  • Manage relationships with new and existing partner leaders, including negotiation, MDFs, SLAs, escalations, problem solving, and strategic growth plans.
  • Attend events with partners and customers to source large opportunities.
  • Work cross functionally with teams including Sales, Marketing, Product, Finance, and Customer Success to create the best customer experience
  • Tag team with AEs, sales leaders, CAMs, and partners to bring in large deals.
  • Provide clear visibility on pipeline performance by accurately managing metrics and providing monthly forecasts on pipeline generation.
  • Refine the partner operating model, reporting and implement new processes and systems to improve efficiency and revenue growth
  • Maintain up-to-date knowledge of our product and processes.

You have  

  • 5-10 years work experience in partnerships, including 5+ years of management in a SaaS company.
  • Experience setting or improving on partner strategies to drive top of funnel deal registrations and revenue through partner motions.
  • Demonstrable results in channel success and history of hitting or exceeding goals.
  • Strong business acumen with the ability to identify and evaluate strategic partnership opportunities aligned with company objectives.
  • Excellent relationship-building and negotiation skills, with a demonstrated ability to establish and maintain productive partnerships at all levels.
  • Strategic thinker with the ability to develop and execute comprehensive partnership strategies that deliver tangible results.
  • Experience in partner enablement, including the development of training programs, resources, and tools to empower partners for success.
  • Experience in early stage, fast growing companies.
  • Willingness to roll up your sleeves and to do what it takes to get the job done.
  • Proficiency in Salesforce and marketing automation software (Ex: Outreach).
  • Experience working with Tech Partners or ISVs.
  • The desire to work closely with your peers in our San Francisco Headquarters 3 days a week

You are

  • An experienced people leader of high performing teams.
  • Operationally minded with a desire to consistently improve efficiency.
  • Highly organized & autonomous.
  • Comfortable and energized operating in a fast moving organization.
  • Passionate about Envoy’s products and working with Enterprise businesses.
  • An exceptional writer and spoken communicator.
  • Entrepreneurial and self-motivated.
  • Consultative with demonstrable experience.
  • Enthusiastic about learning and growing at Envoy.
  • Intellectually curious and ambitious.

You'll get

  • A high degree of trust in your ideas and execution
  • An opportunity to partner and collaborate with other talented people
  • An inclusive community where you feel welcomed and cared for as a person
  • The ability to make an immediate impact helping customers create a great workplace experience
  • Support for your personal and professional growth

Compensation description 

Envoy's compensation package includes market competitive salary, equity for all full time roles, and great benefits. If you are located in San Francisco Bay Area, our expected cash compensation for this role is $340-$390K OTE. Final offers may vary within the range provided based on experience, expertise, and other factors.

If you have any questions related to compensation, please contact Recruiting after you apply.


By applying for this position, you acknowledge that you have fully read and understand the job requirements and received the Envoy Privacy Notice for applicants, which is linked here. Completing this application requires you to provide personal data, such as your name and contact information, which is mandatory for Envoy to process your application. Envoy is an EEO Employer and does not discriminate on the basis of any characteristic protected by local, state or federal law.



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