Senior Director of Partnerships

This is an opportunity in the exciting and fast-growing transportation technology industry. Public transit is being transformed from a system of static, scheduled fixed-routes, to a dynamic on-demand network, and you’ll be one of the pioneers shaping this transformation.

As the Director of Partnerships, you will be directly responsible for targeting, securing, onboarding, and developing our new channel partner relationships. Additionally, you will work with our existing partners to further evangelize RideCo’s products within their sales/business development teams.

This position will work cross-functionally with our sales, customer success, marketing, and product teams to increase our channel partners' commercial success and to expand RideCo’s reach within our chosen partner verticals. Within the role, you will manage the service agreements, drive programs to have our partners become evangelists, establish marketing development, develop partner support tools and work with our sales team to drive our partners' commercial success and adoption of the RideCo platform.

Your day-to-day responsibilities will include:

• Partner & Customer Success: Work directly with sales and customer success teams to provide cadenced updates on project status, KPIs, and recommendations. Field and resolve feedback from Channel Partners on technology, service delivery, or support. Perform account management activities including on-site / in-person meetings during service implementations and for ongoing stakeholder management.
• Grow Existing Channel Partner Accounts: Execute our land-and-expand business model. Build broader relationships within existing partnerships across various departments and stakeholders. Convert pilots into full-scale deals. Convert at-scale deals into even larger deals through expansion to new areas and use cases for the transit agencies.
• Develop strategy and content: Develop a channel strategy focusing on market segment, geography, product, pricing objectives, and Channel Partner verticals. Create content for executing the channel strategy, including presentations, onboarding materials, and case studies (together with team members)
• Prospect and Qualify: Research and contact high-quality Channel Partner prospects through various channels including email, phone, LinkedIn, and industry tradeshows. Qualify opportunities that are catalyzed by partnerships. Map all key stakeholders within a Channel Partner and document relationship status.
• Educate: Understand potential Channel Partners’ pain points and articulate our value proposition by providing presentations, product demonstrations, case studies, and relevant content. Continuously expand the collective knowledge base of the company through multi-disciplinary learning and knowledge sharing.
• Review and pre-approve client proposals & contracts: Collaborate with the revenue team to review transit agencies’ proposals & contracts to, determine the organization’s ability to deliver on the scope of work, identify the appropriate channel partners to engage, and prepare pricing in accordance with the price templates, profit margin target, and strategy. Influence the channel partner engagement plan and client proposals to ensure they are in line with the organization’s strategic goals for project success and profitability. Sign-off on client proposals that involve channel partners, together with the head of the revenue team and implementation team, prior to final review/signing by the CEO.
• Collaborate: Engage with co-workers in the product and operations teams to address clients’ questions and build proposals tailored to client requirements. Collect insights or concerns from the market and feedback to marketing and product teams, to help continuously improve the product, content, and sales playbook. Document your activities on the CRM system, or as required by Revenue Operations or CEO.
• Develop collateral: Support joint proposals tailored to Channel Partners or RFP requirements, adapting our existing proposal templates, and leveraging help from team members to build customer-specific financial and operating models. Develop and execute marketing and advertising programs for and with our Channel Partners. Work with marketing communications to develop tools and materials used to support Channel Partner needs.
• Close Deals: Coordinate all aspects of closing including contract review (with legal & finance), negotiating terms, and securing signatures.

Preferred Experience and Qualifications:

• Experience in the Public Transportation industry. You come from a public transit agency, a fleet operator or in a role that you were in sales or partnership management to public transit or fleet operators. Previous SaaS experience is considered an asset.
• Proven track record in business development/sales in one or more of the following: enterprise software, SaaS, public transit, transportation services, management consulting
• Willing and able to travel to client sites at least 30% of working time, as needed. Travel to client sites for in-person meetings (at clients’ or management’s discretion) is an essential in this role
• Proposal writing experience preferably for large enterprise contracts, public-sector RFPs, or management consulting
• Experience working at a management consulting or startup company is considered an asset
• Education: Degree in business/marketing/economics or related discipline preferred.
• Location: Waterloo, ON or Remote for the right candidate.

Compensation and Benefits:

• Base Salary: salary commensurate with experience + performance-based bonus + stock options
• Work-Life Balance & Additional Perks: Flex-time work schedules, vacation time, social events, casual dress code
• Benefits Plan: Medical, dental, prescription, and more