DESCRIPTION

Marchex has been delivering innovative revenue generation and business optimization solutions for our customers since our founding in 2003, and as a public company since 2004. Marchex harnesses the power of AI and omnichannel conversational intelligence to provide actionable insights aligned with prescriptive vertical market data analytics, driving operational excellence and revenue acceleration. Marchex enables executive, sales, and marketing teams to optimize customer journey experiences across communications channels. Through our prescriptive analytics solutions, we enable the alignment of enterprise strategy, empowering businesses to increase revenue through informed decision-making and strategic execution. Marchex provides conversational intelligence AI-powered solutions for market-leading companies in leading B2B2C vertical markets, including several of the world’s most innovative and successful brands.

EXPERIENCE, SKILLS AND QUALIFICATIONS

• 7-12 years’ experience in channel sales and leadership positions
• Proven track record of 5+ years in successfully leading and maintaining a top-performing channel team, with a strong emphasis on hiring and nurturing top talent
• 2+ years of experience working with Microsoft Channel Partners
• Self-starter with demonstrated ability to establish and manage a partner management program independently
• Proficiency in team leadership, strategic business planning and execution
• Excellent communication, negotiation, and relationship management abilities
• Strong understanding of selling motions via enterprise agreements, SaaS, and cloud marketplace
• Exceptional written and verbal communication skills
• Superior interpersonal skills, including negotiation skills to drive successful partnerships
• Ability to be flexible and responsive, prioritizing and managing multiple initiatives simultaneously and able to reprioritize in a fast-paced environment
• Bachelor’s degree in business, marketing, or related field of study

OUTLINE OF DUTIES AND RESPONSIBILITIES

• Build and execute a high-impact channel strategy
• Identify, recruit, enable, and grow a network of channel partners to drive scale
• Build strategic channel partnerships through proactive business development and detailed account planning, establishing regular cadence with partners for pipeline, opportunity, and business reviews to manage and measure progress
• Work with Vertical market leaders and the Revenue Leadership Team management to create a partner development plan and overall joint sales/go-to-market (GTM) programs aligned with the business and vertical market strategies
• Identify, recruit and onboard new channel partners; provide product and program training for channel partners through sales enablement, webinars and demonstrations of our product offerings
• Secure Marketing Development Funds (MDF) from partners to support business development and marketing initiatives
• Prepare periodic business reviews for the CRO and communicating with peers and management on partner plans, key developments, and learning, acting as an internal champion within Marchex on behalf of partners
• Position solutions that show differentiation; build partner readiness; co-develop and execute partner programs, resulting in business growth from net new customers
• Collaborate with internal teams (Sales, Marketing, Product, and Customer Success) to ensure a seamless and effective go-to-market strategy for channel
• Develop, implement, and manage targeted and measurable partnership strategies and campaigns to generate new business opportunities as well as upsell opportunities with channel partners
• Proactively drive activities within channel partners that directly result in generation of pipeline and revenue that exceed assigned targets for sales and strategic objectives
• Close new business deals by coordinating requirements; developing and negotiating contracts; and integrating contract requirements with the product roadmap
• Drive top line revenue and overall market adoption of Marchex solutions running on Microsoft Azure via MS Marketplace, (AWS) via AWS Marketplace or other cloud platforms (Google Cloud).
• Partner with vertical market field management system providers such as Service Titan, and Thryv
• Partner with DMS providers i.e. Reynolds and Reynolds, CDK and Tekion
• Partner with CRM partners i.e. VinSolutions, eLeads, DealerSocket, SF.com
• Partner with software providers i.e. Google (GA4) and Adobe