Regional Channel Manager (East)

Glia’s Regional Channel Managers are tasked with recruiting, enabling, and managing channel partners in their assigned territories.

As a Regional Channel Manager, you’ll manage existing channel partners as well as recruit and onboard new ones to drive channel sales in your designated territory. You will become a subject matter expert on Glia and all our products, leveraging your expertise to educate, train and capture mindshare with channel partners.

Duties include:

• Becoming a go-to Glia expert for channel partners in your territory.
• Presenting the Glia company presentation and product demonstration to channel partners.
• Recruiting and onboarding new channel partners by providing product training and solution demonstrations.
• Building strong relationships with channel partners to uncover and drive new business opportunities.
• Overseeing the sales funnel to ensure that all opportunities move forward through the sales cycle.
• Working closely with marketing to build partner recruitment webinars and increase Glia brand awareness amongst the partner community.
• Being an integral part of GTM motions.
  
  

The Role

The Director of Alliances is responsible for recruiting and nurturing partnerships with other technology companies within the Financial Services industry, who will refer or resell Glia’s offerings to their client base. 

The recruiting component of this role requires you to identify decision makers and influencers within targeted organizations, outreach to establish relationships, create the “need” within these organizations to partner with Glia, design a joint go-to-market strategy, and negotiate mutually beneficial terms of a partnership agreement. The nurturing component of the role involves managing ongoing relationships with technology partners, with the objective of increasing Glia’s sales. This will include developing and executing joint marketing, sales training, and product development programs, and assisting Glia’s sales team in executing specific client deals. 

What you’ll do 

• Recruit new partners, with a focus on revenue generation.

• Lead partner activities across departments - both within Glia and within partner organizations - including:
• Work closely with partners to build and execute joint go-to-market programs.
• Promote and coordinate activity between partners and Glia technical staff to develop and showcase joint solutions.
• Partner with Glia sales team to assist in progressing and closing deals with partners.
• Work with partner and Glia marketing to develop, communicate and promote our value proposition
• Sales Enablement, making sure that partner sales and account manager teams know how to sell Glia

Requirements

• 10+ years of experience in B2B technology industry, including 5+ in channel sales / business development
• Ability to conduct strategic engagements with executive-level staff.
• Excellent phone, email, and social communication skills.
• Experience developing and managing complex partnerships.
• Strong organizational skills and ability to work with all areas of the organization. 
• Preferred experience in FI and/or CCaaS 
• BA/BS or related work experience.

Nice to have 

• Extensive knowledge of the digital banking/ financial technology vendor landscape.
• Understanding of cloud software, contact center, and customer communications technology.

Does this sound like you? If so, you’re probably one of us.

• You’re a pro, but love a good laugh
• You’re independent, but love to collaborate
• You have a heart for coaching and mentoring
• You’re insatiably curious
• You thrive in fast-paced environments
• You don’t mind a good debate to find the best ideas
• You love to take the lead and focus on result

Benefits 

• Exciting, dynamic and rapid growth environment
• Collaborative culture with autonomy and purpose
• Incredible mentors & investors that are an active part of the company
• Team events including nights out and team travel
• Free gym membership (you have to commit to going 3x per week!)
• Diversity: 18 languages and 11 countries represented
• Competitive base salary & benefits
• Participation in employee option pool