The Role
Built for sport, Cortex is a platform that connects data, content and commercial inventory, elevating the fan experience and generating new multi-channel revenue opportunities for rightsholders.
We are seeking a passionate and hands-on Head of Channel Partnerships to build our channel partner strategy and own the implementation of this, in close conjunction with our Sales, Operations and Customer Success teams.
The Head of Channel Partnerships will play a crucial role in developing and executing the company's indirect sales strategy. This role requires a unique blend of strategic thinking, leadership skills, and business acumen.
Cortex is a new brand with an exciting future, but built upon a 9 year legacy of working with major global sports rights holders. This is a great opportunity for an emerging and ambitious person to take this strong foundation and drive growth of a brand with a new vision, and in turn supercharge their career in the sports, media and technology industry.
Key Responsibilities (estimated % of time spent on task)
- Channel Strategy Development (15%)
- Develop a clear and effective channel strategy that aligns with the company's overall business objectives
- Identify target markets and ideal partner profiles
- Create go-to-market plans for different channel types (e.g., resellers, distributors, system integrators)
- Align the channel strategy with overall business objectives, such as revenue growth, market share, and customer satisfaction
- Partner Recruitment and Onboarding (30%)
- Source and vet potential partners to ensure they meet the company's requirements
- Negotiate partnership agreements that outline the terms and conditions of the partnership in accordance with company governance policies
- In conjunction with the VP, Operations design and implement effective onboarding processes to ensure partners are set up for success
- Ensure all channel partners align with the company’s brand, mission, and values through consistent communication and guidance
- Relationship Management (Continuous)
- Build and maintain strong relationships with key partners
- Provide regular communication and support to ensure partners have the resources they need to succeed
- Be the first contact for conflict resolution and problem-solving to address any issues that may arise
- Identify opportunities to grow and expand the partnership
- Sales Enablement and Training (20%)
- Ensure that partners have the skills and knowledge they need to sell the company's products effectively
- Develop training programs that equip partners with the necessary skills and knowledge
- Provide sales tools and resources, such as sales collateral, demos, and presentations
- Ensure partners understand the company's products, value proposition, and competitive landscape
- Performance Management and Optimization (20%)
- Establish metrics and targets to measure channel performance and identify areas for improvement
- Set KPIs and targets for channel partners and ensure partners comply with contractual obligations
- Monitor and analyze channel performance data to identify trends and opportunities
- Implement improvement initiatives to optimize channel performance
- Channel Program Design and Management (15%)
- Design and manage channel programs that incentivize partners to sell the company's products.
- Develop partner tiers and benefits that recognize partner achievements
- Manage channel marketing initiatives that drive demand and generate leads
Candidate Requirements
- Experience
- 3-5 years of experience in sales or channel management, with a proven track record of growing indirect sales channels
- A deep understanding of the sales process, partner relationships, and the intricacies of channel management
- Demonstrable experience in growing revenue through channel partnerships, ideally in a SaaS environment
- Experience working in a fast-paced, high-growth environment
- Skills
- Strong strategic thinking and business acumen to develop and execute a comprehensive channel strategy
- Proven leadership and team management skills to motivate and guide the channel sales team
- Excellent negotiation and conflict resolution skills to manage partner relationships and resolve disputes.
- Strong data analysis and financial modeling skills to track channel performance and make data-driven decisions.
- An ability to build and maintain relationships with internal and external stakeholders
- An ability to prioritise on an impact v urgency basis, moving dynamically between projects and workloads with ease
- Personal Attributes
- Highly motivated and results-driven with a passion for technology
- A passion for the business of sports, media and technology
- A can-do attitude; a self-starter who wants to drive the company forward
- Ability to thrive in a dynamic and fast-paced environment
- Collaborative, open to feedback and willing to learn
Measures of Success
- Overall channel revenue growth and achievement of revenue targets
- Return on Investment (ROI) of partner programs and initiatives
- Partner satisfaction and engagement rates, including metrics such as partner retention and satisfaction surveys
- New partner acquisition rate and quality of new partners
Apply Here
