OEM/Reseller Partner Director

OEM/Reseller Partner Director

TCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role.

About TCP (TimeClock Plus):

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear - We'd love for you to join us on this journey! For more information on TCP, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook.

As the OEM/Reseller Partner Director, you’ll be responsible for retaining and growing existing Channel partnerships and recruiting new partners. For existing partners, you will be responsible for managing churn, driving partner client adoption, identifying up sell and cross sell opportunities and executing timely renewals. You will also identify potential new partners and do due diligence on revenue potential. Identify average deal size, potential growth, background info on their products and gaps that TCP can fill. Coordinating meetings with their reps and ours on specific opportunities and help with sales cycle management activities like opportunity qualification, value stream mapping, ROI creation and competitive positioning. You’ll proactively identify engagement opportunities, aligning TCP and Partner goals and expectations, and sharing industry best practices.

As a OEM/Reseller Partner Director you will:

• Work with Partner and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning
• Responsible for managing sales cycles for new opportunities within the Channel Partner ecosystem
• Identify new Channel Partnership opportunities like emerging PEO/ASO’s
• Focus on fostering White Label Partnerships, and driving increased adoption and renewals
• Coordinate customer technical needs with Product Management and Engineering/Development staff
• Coordinate customer support and success with appropriate internal resources to improve customer relationships and retention
• Conduct monthly/weekly sales and marketing planning calls with Channel Partner and their downstream customers and prospects
• Engage in proactive customer outreach to ensure on-going product adoption, value realization
• Schedule annual/quarterly account reviews prior to contract renewal
• Coordinate webinars with Channel Partner reps for additional product/service awareness
• Work with Partner Marketing and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning

You are a strong fit for this role if you have:  

• Minimum of 10 years of direct sales experience with an emphasis on channel and alliances experience  
• Proven track record of meeting or exceeding performance and retention goals 
• Track record of owning partner and customer relationships, overseeing the entire lifecycle  
• Experience leading client meetings, product training, revenue data analysis, and strategic business reviews 
• Must be able to work well under pressure, manage competing priorities, and meet deadlines.  

Physical Requirements: 

• Prolonged periods sitting at a desk and working on a computer. 
• Must be able to lift up to 15 pounds at times. 
• Ability to travel on site to partner and customer locations as well as partner conferences throughout the U.S. 

Benefits:  

• Competitive salary plus uncapped commission 
• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays 
• 8 hours to volunteer and impact the community 
• Comprehensive benefits (Health/Dental/Vision/ 401K) 
• Employee choice benefit