Senior Director, Alliances & Channels

FinQuery understands the value in becoming a partner first company so this position is integral to its strategy and success. In this role you will lead people, drive strategy and work closely with our broad partner community. The right person for this job will enjoy developing a team, influencing the partner strategy and of course executing on sales through a highly engaged partner network while increasing the number of transacting partners. This job requires someone truly passionate about partners.  This role is one of the most important leadership roles in the organization and provides the framework to make significant individual and team contributions.

Reporting to the CRO, the Senior Director, Alliances & Channels will be a partner to the CRO and Executive team to proactively drive the channel revenue generation strategies for the company.  The role demands a proven leader with a passion for building a high-quality revenue engine through direct and channel sales.  While it is critical that the incoming executive has a strategic skillset, He or She will be a “hands on,” execution-oriented leader.  The Senior Director, Allainces & Channels will be a strong developer and builder of engaged, high-performing teams.

• Works closely with the CRO as a strategic business partner to further develop and execute the channel sales, partnership develop and channel marketing strategy.
• Build and refine current KPIs to improve measurement and forecasting of the team’s performance. Build and ensure accuracy of short-term and long-term channel revenue planning.
• Building partnerships that align with FinQuery’s core sales motion in a low-friction manner.
• Review and improve the day-to-day processes of the direct sales and the channel department to maximize current partner relationships and acquire new ones.
• Collaborate with the CRO, Senior Director of Sales, Director of Customer Success and Pre-Sales Technical teams to identify “best fit” partners and alliances. Collaborate with other Executives in Operations, Marketing, Product, Innovation and Customer Operations.  Participate in Pricing Strategy and Contract Support.
• Align with cross-functional leaders to ensure the right level of support is in place for our partners to be successful.
• Refine current training and people development processes to increase the effectiveness of our team members. Work closely with the CRO and the Sr. Director of Sales to train and enable FinQuery AE’s on successfully working with partners to grow their sales
• Collaborate with the marketing leadership team to develop strategies to enable the sales and channel team to exceed its goals.
• Report and provide forecasts for direct and channel pipeline. Provide consultation to internal business and financial leaders to support decision making.
• Meet with leadership within FinQuery’s partner community, as well as cultivate executive relationships with potential partners and alliances.
• Lead, develop, and promote a culture of high performance and continuous learning among the direct sales and channel team members.

• Hands-on senior-level executive with 7+ years’ sales leadership experience.  
• Experience building successful channel sales motions within traditionally direct sales companies ideally at a company where channel sales represented at least 30% of the overall company revenue. 
• Experience working with large national resellers and technology partners in the B2B IT, Spend Management and/or accounting software space.
• Experience building a channel and alliances partner program.  Can provide examples of channel strategies that grew channel driven leads consistently quarter over quarter that led to revenue and exceeding goals.
• Experience building go-to-market partnership with VAR’s, accounting services providers and large Systems Integrators.
• Experience with relevant company “stage fit” and thrive in fast-paced companies that have scaled quickly is advantageous.  Professionals accustomed to hyper-growth environments will flourish.
• Experience managing a geographically dispersed team.
• Ability to communicate and translate departmental updates in business terms during leadership meetings
• Innovative thinker who translates thoughts into actions with ideas that transition to substantial shifts in thinking and behavior. 
• Enjoy owning multiple competing priorities and duties in a fast-paced, results-driven, rapidly changing environment with minimal oversight.
• Strong ability to communicate effectively and efficiently with multiple stakeholders.  Create and communicate a vision and be a key contributor in motivating associates to achieve that vision with ability to lead and develop associates at all levels.
• Able to stand firm and remain committed. Facilitate discussion and understanding when difficult decisions must be made and executed.  Cool under pressure with a high degree of emotional maturity.
• Genuine emotional investment in work and the dedication necessary to be successful.
• High integrity with excellent interpersonal and communication skills and the ability to build relationships throughout the organization.
•  Possess the leadership / change management skills to be able to bring others along the journey, can tell the story to convince others of the necessity for doing things.
• Ability to evaluate and assess current team talent, identify capability gaps, and work with other senior leaders to fill the gaps to ensure effective & efficient function.
• Experience with NetSuite, SaaS Optics (analytics) and Salesforce CRM is a plus.

• Flexible PTO (including 11 holidays and your birthday off) 
• 401(k) plan with employer matching 
• Great health benefits with multiple plan option 
• Option to choose between in office, fully remote, or a hybrid work environment for all employees
• Sabbatical program (4 weeks after 5 years of service)
• Casual dress environment (when in office)
• Catered lunches every Tuesday and Thursday
• Company events each quarter
• Signing stipend for a work-from-home setup
• Free gym membership at our office
• Annual employee development program stipend of $2,000 for each employee 
• Flexible parental leave with 10 weeks paid leave for ALL new parents
• Fertility/adoption assistance 
• Annual tutoring stipend for your children
• Mentorship program available immediately 
• Regular team outings
• Advancement opportunities based on results, not politics
• Culture that emphasizes inclusiveness driven by our REDI Committee

About Us

FinQuery is an innovative contract & spend intelligence company whose solutions are used by over 7,000 organizations worldwide. What sets us apart is that we’re the only provider offering complete visibility into an organization’s largest areas of spend – leases, software subscriptions, and other financial contracts – all in one platform.

Our platform provides our customers with unprecedented insight that drives informed decisions on their largest areas of spend and allows organizations to solve problems that matter for their business.

FinQuery is an equal opportunity employer to all persons, free from restrictions and prejudice based upon race, color, creed, religion, sex, domestic relationship status, parental status, family status, sexual orientation, national origin, gender identity, age, and disability status. FinQuery maintains a drug-free workplace.