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VP, Channel

2 months ago

Raleigh, North Carolina, United States Pendo Full time

The Vice President, Global Channels will lead our partner function in the Revenue org. The VP of Channels will play a crucial role in helping expand Pendo's reach to new markets by growing and nurturing our partner ecosystem. This role will report to Pendo's Chief Revenue Officer and will lead an organization focused on driving leverage and growth across SIs, OEM, reseller and referral partners.

Role Responsibilities

  • Build our global channel strategy; work with regional sales VPs to activate and manage Channels in each market
  • Scale the successful Pendo Reseller Partner Program (OEM) by recruiting new partners and enabling them to resell Pendo to their customers. This portion of the role will lead an incremental revenue stream for Pendo that is not captured through the sales org.
  • Create a clear vision for the broader organization on the critical overlay channel functions needed to accelerate Pendo's growth. This priority needs a well defined strategy and execution plan to deliver more pipeline to Pendo's sales organization ranging from programs like Marketplace relationships, programs for Private Equity or Venture Capital firms, traditional reseller/distribution partners, and/or SIs/MSPs/Solution Partners.
  • This role requires a leader who is willing to personally be involved in the details of building these programs. We will scale the organization incrementally as revenue/pipeline grows, which means the initial quarters will require a leader who can set the tone individually through their own excellence levels.
  • This role will need to operate with a GM-mindset given the intentional resource constraints to help prioritize what investments are needed from cross-functional partners in marketing, PMM, Product, Enablement, etc.
  • This role will inherit an existing team, and be responsible for hiring several other Channel or Partner professionals to join the team.
  • Additionally, this role needs to inspire, enable, and inspect the broader Channels org to effectively recruit and develop strong new & existing partners
  • Understand our partners' businesses, and develop strategies and incentives to make them more profitable through our partnership.
  • Work with our internal services leadership to define an approach for scale through other delivery and knowledge partners

Minimum Qualifications

  • Solid track record of progressive channel leadership across diverse partner types.
  • Proven expertise in creating and supervising channel programs across multiple global regions (Americas, EMEA, APAC, US Public Sector).
  • Demonstrated success in strategic planning for worldwide channels, consistently delivering on sales targets.
  • Prior experience in a fast-paced SaaS company environment.
  • Exceptional ability to engage and influence C-level executives and team members effectively.
  • Proven history of recruiting, inspiring, and facilitating the success of top talent.
  • Ability to grasp new business models and nurture a Channels organization from its early stages.

Preferred Qualifications

  • Experience working at a company that has revenue flowing from an OEM channel
  • Demonstrated leadership in building a channel delivered services program
  • Has built a network of relationships with boutique/regional SIs or VARs
  • Prior experience in managing a relationship with GCP or AWS and their private offer/marketplace programs

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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