Torii is a fast-growing, VC-funded startup in one of the hottest emerging categories: SaaS Management. We help customers like Sisense, AppsFlyer, HiBob, iFood, and Payoneer discover and act on every single cloud application in their portfolio. Torii is backed by leading venture capital firms including Wing Venture Capital, Global Founders Capital, Uncork Capital, Entree Capital and LocalGlobe.
Torii, has recently been recognized by Gartner as a Leader in SaaS Management Platforms, as well as, being named a G2 Leader in both SaaS Spend and SaaS Operations Management among SMPs!
Location: Remote or NYC, NY (EST Preferred)
Torii, a recognized Gartner Market Leader in SaaS Management, is on a mission to revolutionize the SaaS management industry. We empower companies to discover, optimize, and control their SaaS stack. As our company continues to scale, we’re looking for a Director of Channel Partnerships to pioneer and drive the growth of our channel ecosystem, expanding Torii’s global reach. This role, reporting directly to the VP of Sales, is ideal for a strategic thinker who excels at cultivating meaningful partnerships, building lasting relationships, and accelerating a channel program to the next level.
What You’ll Do
As the Director of Channel Partnerships, you will:
- Develop and Execute Partner Strategy: Create and implement a comprehensive channel strategy designed to drive significant revenue growth through key partners.
- Identify, Manage, and Scale Partnerships: Recruit, onboard, and nurture relationships with channel partners such as resellers, distributors, and managed service providers (MSPs).
- Partner Enablement: Build and deliver training programs, sales enablement tools, and resources to empower partners to drive sales and customer success.
- Cross-Functional Collaboration: Work closely with Sales, Marketing, Product, and Customer Success teams to support the execution of partnership strategies.
- Revenue Growth: Play a critical role in driving revenue growth through the development of strong, mutually beneficial relationships with channel partners, ensuring a positive impact on Torii’s overall sales objectives.
- Monitor and Optimize: Track key performance metrics and partner success, refining strategies to continually improve results and maximize efficiency. Actively initiate and host partner enablement trainings, pipeline calls, marketing activities, and account mappings.
About You
- You’re humble, but colleagues would describe you as a game-changer and an “A player.”
- You’re passionate, with strong problem-solving skills and the ability to build and deliver solutions.
- You’re curious and love to listen and learn.
- You show patience and persistence when building relationships and executing business plans.
- You understand that sales are critical to successful partnerships and approach them with enthusiasm.
- You’re an entrepreneur at heart. You’re flexible and can thrive in environments that don’t have defined processes and you’re excited to help build
- You’re passionate about SaaS and have an aptitude for continuous learning.
What You Bring
- Extensive Experience: 5-8+ years of experience in channel partnerships or business development within the SaaS or technology sector, preferably at a startup.
- Ecosystem Expertise: Deep understanding of partner ecosystems, business models, and the SaaS industry.
- Proven Success: A strong track record of building and scaling partner programs in dynamic, high-growth environments.
- Industry Knowledge: Expertise in SaaS product sales, cloud solutions, and partner ecosystems, with a preferred background in Identity Management and SaaS.
- Relationship Building: Outstanding relationship-building and negotiation skills, with the ability to influence stakeholders at all levels effectively.
- Strategic and Tactical Thinking: Strong strategic thinking combined with tactical execution, guided by data-driven decision-making.
- Communication Excellence: Exceptional communication, writing, and presentation skills.
- Innovative Mindset: A passion for innovation and a commitment to driving partner success.
- Sales Leadership: Experience prospecting, recruiting, presenting, closing, and managing partnerships at the Director/VP/C-Level.
- Enablement Expertise: Proven ability to educate organizations on leveraging technology to make mutual customers wildly successful and build partner pipelines.
- Negotiation Skills: Expertise in negotiating partnership agreements, pricing models, and sales terms to maximize revenue potential.
- Financial Acumen: Ability to collaborate with finance teams to ensure accurate tracking of agreements, contracts, and payments.
- Critical Thinking: Strategic judgment and decision-making abilities to measure and manage business outcomes effectively.
What You’ll Love About Us
- Remote-First Culture: Work from anywhere with flexible hours and a supportive team.
- Comprehensive Benefits:
- 100% fully paid health, vision, and dental coverage for you, and 80% for your family.
- Employee share options to give you a stake in our success.
- Generous vacation policy to encourage a healthy work-life balance.
- Unlimited sick, medical, mental health, and safe leave.
- 401k with a 6% Safe Harbor Match to support your financial future.
- Life and Disability Insurance for added peace of mind.
- Remote Work Setup: Receive a MacBook, mouse, keyboard, monitor, and a $300 WFH stipend.
- International Reach: Join a company whose product is trusted by global brands like Sisense and Fiverr.
Ready to take Torii’s partner ecosystem to the next level? We’d love to hear from you! Apply today and help us drive the future of SaaS management.
The salary range displayed is an OTE consisting of base and variable pay. Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location.
