Job Description

As Vice President of Channel Sales, you will be responsible for managing a partner team to accelerate Validity’s channel growth and increase the ARR produced by new and existing partners. Your team will build deep relationships with partner executives, sales, and service teams, and to a lesser extent, their product, deliverability, and operations teams to achieve this objective.

Reporting to the Senior Vice President of Global Sales & Channels, the Vice President of Channel Sales is a senior role at Validity that drives activities with the partners to increase brand awareness and product adoption, and ARR. This position is eligible to be fully remote, with a preference for candidates located in Boston, MA or Tampa, FL to work out of our Boston HQ or Tampa (Westshore) office. 

You and your team will be responsible for:

• Driving consistent and predictable channel bookings and partner sourced deals through joint business planning and ongoing channel enablement
• Identifying, recruiting, enabling, and managing partners (Referral, Reseller) to support business goals and to execute channel sales strategies
• Working with your Partner Account Managers to engage in proactive sales opportunity generation, pipeline management, forecasting, and deal closure
• Building strong partner relationships by maintaining regular contact with all Partner stakeholders, including executive-level contacts
• Providing strategic direction to Partners on an ongoing basis based on a thorough understanding of the Partner’s business
• Developing a business plan and overall strategy with each partner. The plan should be based on a deep understanding of the partners’ geographical and vertical focus, their products, strategies, and customers
• Enabling and supporting Partner’s sales and service teams so that they are comfortable identifying Validity opportunities
• Coordinating Partner Events with Validity Marketing team
• Facilitating the development of joint case studies, campaigns, webinars, and press releases with Partners and Validity Marketing team
• Defining specific partner rules of engagement

Job Specific Competencies:

• Channel Relationship Development - Demonstrated success in channel partner development with focus on net new relationships.  Builds strong and lasting relationships to make the partnership successful.
• Creative Thinking - Every Partner will have different needs to be successful and will require creativity in adapting Validity’s solutions and processes to their business model.
• Collaboration and Persuasiveness - Ability to work with many diverse teams within the Partner and Validity teams to accomplish goals. Advocates for Partner needs and timelines.
• Product and Industry Knowledge - Knows and explains product features/benefits and competitive position, understands and communicates the full product line, understands Partner's business operations and needs, understands/responds to the competition, and applies market knowledge to the Partner ecosystem.
• Communication - Communicates well both verbally and in writing; utilizes appropriate medium for communication based on the situation, delivers effective presentations, shares information and ideas with others, has good listening skills. Has the ability to explain abstract/complex concepts to middle & upper management, both verbally and in writing, and influence behavior.

Required Skills, Experience & Education

• 7+ years of proven success in a Channel Sales Leadership/Management role in a high-growth SaaS environment, preferably in the email marketing/ESP/deliverability space
• Proven track record of building sales teams and Partner relationships
• 5+ years of Partner account management with a track record of success
• 30%+ travel expected
• Excellent organizational skills and the ability to multi-task effectively
• Strong consultative and selling skills
• Proven ability to work cross-functionally with multiple stakeholders
• Excellent listening, questioning, communication, presentation, interpersonal, writing, and creative problem-solving skills
• Salesforce experience required

#LI-Hybrid

#LI-Remote

About Validity

For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity’s flagship products – Everest, DemandTools, BriteVerify, and GridBuddy Connect – are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.

Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.

Headquartered in Boston, Validity has offices in Tampa, Denver, London, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

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Validity is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

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