Head of Channel and Partnerships

at  BLUE RIDGE SOLUTIONS INC

ABOUT BLUE RIDGE SOLUTIONS, INC

Blue Ridge is the market leader in SaaS-based supply chain planning software. Our fast-growing platform provides cutting edge solutions including AI-driven demand planning, inventory replenishment, S&OP workflows, and supply and capacity planning. Blue Ridge’s team are experts in partnering with our customer community, the industries that we service, and the broader supply chain community providing solutions designed to impact profitability, inventory levels, purchasing, and planning across their businesses.

ROLE SUMMARY:

The Head of Channel and Partnerships will be responsible for business development activities associated with the development of the partner channel and all aspects of a channel driven go-to-market. This includes defining the partner and channels strategy, working in concert with the Executive Leadership Team and the CRO to define the aligned channel plans, and measuring and monitoring the success of the go-to-market partner channels in relation to lead generation and sales bookings impact.
The Head of Channel and Partnerships will lead Blue Ridge’s efforts in go-to-market partner channels, such as services and consultancy partners, ERP partners, other adjacent software providers, AWS or other cloud partners, and Industry Associations and Co-operatives. He or she will be responsible for creating and executing on a comprehensive partner channel strategy. He or she will own executive and tactical relationships with determined partners, target new partnerships, and drive the partnering process which may include commercial, marketing, and strategic engagements. This position will require a deep understanding of software integration partnerships, particularly within the ERP software market. In addition to the partnership duties, the Head of Channel and Partnerships will deepen relationships with Industry Associations, supporting the strategic selection of which Associations to participate in, and engaging in coordinated efforts towards lead generation, account sharing, and facilitating tight activity with the Marketing and Sales team towards events and co-marketing activities. He or she must be the consummate definition of a “player/coach” supporting the development of team members while actively progressing partnership activities. This position will report directly to the CEO and work closely with the CRO and other leadership team members.

SUMMARY RESPONSIBILITIES:

• Lead the strategic planning and execution of a comprehensive channel program, designed for expanding Blue Ridge’s market presence and drive revenue growth
• Develop a comprehensive Channel program, focused on ERP’s, industry associations, and solutions integrators. This position will be quota carrying
• Define, measure, and update Quarterly and Annual strategic plans leveraging the OKR methodology
• Define and manage KPIs associated with channel driven lead generation, pipeline, and bookings
• Providing research and development of partners, markets, and industries
• Manage relationships directly with partners and associations
• Drive methodology and creation of individual partner plans and KPIs to govern the partnership
• Coordinate facilitation of the lead registration process with Revenue Operations
• Coordinate the lead hand off process with the Sales team and support deal cycles
• Engage and support Product teams in evaluation of ecosystem partners
• Joint planning and execution activities in coordination with Marketing for Events and Co-marketing activities around Associations
• Lead the partner team, developing team members to be top contributors and reinforcing the Blue Ridge culture
• Plus, for candidates that demonstrate experience with NetSuite, Microsoft and Microsoft Dynamics, Infor, and/or Epicor partner programs (or similar ERP program)
• Plus, for candidates that have supply chain planning or supply chain software experience in any previous role