The Elevator Pitch
Are you skilled in leading an international channel business that drives top-line growth? Do you enjoy creating and developing Channel Strategy and Programs? Are you detail-oriented with the ability to turn strategy into action and drive tangible business outcomes? Do you have experience building a partner program for software and hardware and leading an international channel team in a growing, public company? Are you able to recruit new partners, build strong relationships with partners, train and certify and hold them accountable for business development, order delivery, service and support?
As our VP of Channel Sales, you will lead our International & US Channel strategy and execution, to ensuring Evolv achieves its business and operational goals. You will define and implement metrics and key performance indicators (KPIs) that measure partner performance and drive daily execution by the channel team. You will identify, recruit and onboard new partners from outside of the traditional physical security ecosystem to drive revenue growth. You will ensure we develop and implement a strong business cadence with all of our channel partners, and will also ensure that we develop and execute co-marketing and co-selling strategies with key partners. You will ensure that new partners we on-board are aligned to help us scale the business, are committed and to supporting Evolv’s mission and brand, and are capable of performing installation, service, support, and all other customer facing activities consistent with Evolv’s standards and expectations. You will partner internally with direct sales, enablement and revenue operations, product, service and support, customer experience, and the finance teams to drive scale and ensure success.
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
In the first 30 days, you will:
- Develop a deep understanding of Evolv’s mission, understand our product, services, and values
- Build relationships within the Channel team and commit to a consistent weekly cadence for connecting with direct reports
- Understand the Channel and broader Go To Market organizations and sales motions
- Plan at least 3 field visits to ensure understanding of the sales process, from demand generation through go-live
- Build relationships with key partners across Evolv
- Build relationships with existing channel partners of Evolv
Within 3 months, you will:
- Refine our existing channel strategy with respect to partners, business development, enablement, and pricing
- Define the right mix of channel partners, evaluating market opportunities, based on our channel revenue targets
- Establish credibility within the Channel Team and broader Revenue Organization
- Identify gaps to improve current processes and programs
- Streamline our processes with standards for the team, to ensure consistent communication and alignment with our Go-To-Market Strategy
- Provide the necessary tools, training, resources and support to enable channel partners to effectively sell our product
- Track and analyze Channel partner performance including revenue, market share, and profitability
- Outline recommendations to ensure revenue goals are met
- Share defined best practices for quarterly business reviews (QBR) with our partners
By the end of the first year, you will:
- Enable Channel program inclusive of vetting new partners and offboarding partners, established effective KPI's for successful partners and Channel Executives, and defined specific responsibilities for the enablement and activation roles
- Build out consistent channel support including the necessary tools, training, and resources to effectively sell our product and ensure partner satisfaction
- Create best practices for QBR's with our partners
- Clearly define roles and responsibilities across the channel team
- Create a success criterion to track the performance of the Channel team, including but not limited to employee engagement, team productivity, and individual performance
- Assess the overall return on investment of the channel program
- Present market analysis identifying opportunities and recommendations to optimize channel performance
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Leadership
- Lead from the front and gain credibility with an inherited team
- In the first 30 days, visit at least 3 sites
- In the first 60 days, create your vision and mission for the Channel Team
- In the first 90 days, share your leadership philosophy with your team to manage their expectations and your commitment to them as a team
Team Engagement
- Engage with the Channel team both as a leader and as a teammate
- In the first 30 days, establish 1:1's with each direct report on a weekly basis
- In the first 90 days, establish QBR's with your direct reports
- Be on the road 50% of the time with your team
Innovation
- Innovate in expanding and revising our current channel program, by uncovering gaps and filling our organizational needs
- In the first 90 days, present a full strategy for the Channel Program for the next 3 years
Implementation
- Not only refine the strategy, but lead the implementation as well
- In the first 90 days, evaluate current channel standards and processes, make recommendations for improvement / upgrades
Accountability and Measurement
- Create success metrics and KPI's that will indicate the success of the implementation and execution in the field including partner revenue contribution, market share, and growth rates
- In the first 90 days, build out a partner and a Channel Account Executive effectiveness dashboard and KPI for success tracking
Partnership
- Collaborate effectively with the US & International Sales teams as key partners, communicate consistently up and down, and across the organization for alignment
- In the first 120 days, you will present a collaborative GTM (Go to Market) strategy that aligns across the sales organization
What is the leadership like for this role? What is the structure and culture of the team?
You will be joining the Go To Market team, reporting to the Chief Revenue Officer.
Where is the role located?
The location of this role is remote, with an expectation to connect with your team in the field, approximately 50% of the time.
Compensation & Transparency Statement
The base salary range for this full-time position is $150,000 – $275,000. In addition to base salary, this role offers a competitive commission plan, equity, and a comprehensive benefits package. This range reflects our commitment to pay transparency and equity, in alignment with applicable state laws. Our compensation ranges are determined based on factors such as role, level, location, market benchmarks, and internal equity. The posted range represents the good-faith estimate of what we expect to pay for this role across U.S. locations. Actual compensation within the range will be based on the candidate’s skills, experience, education, and geographic location.
In accordance with state and local pay transparency laws—including those in California, Colorado, Massachusetts, New York, New Jersey, and others—we disclose salary ranges in all job postings and provide additional information upon request.
During the hiring process, your recruiter will share:
- The specific salary range for your preferred location
- A general overview of our benefits and equity offerings
- Insights into how compensation decisions are made, including factors that influence starting pay
We are committed to fair pay practices, and we regularly review our compensation programs to ensure they are competitive, equitable, and aligned with our values.
At Evolv, we’re on a mission to help make public spaces safer through innovative security technology. So, we're looking for future teammates who embody our values, people who:
- Do the right thing, always;
- Win together; and continue to
Our Benefits Include:
- Equity as part of your total compensation package
- Medical, dental, and vision insurance
- Health Savings Account (HSA)
- A 401(k) plan (and 2% company match)
- Flexible Paid Time Off (PTO)- take the time you need to recharge, with manager approval and business needs in mind
- Quarterly stipend for perks and benefits that matter most to you
- Tuition reimbursement to support your ongoing learning and development
Evolv Technology (“Evolv”) is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We welcome and encourage diversity in the workplace, and all employment decisions are made without regard to race, color, religion, national, social or ethnic origin, sex (including pregnancy), age, disability, HIV Status, sexual orientation, gender identity and/or expression, veteran status, or any other status protected by law in the locations where we operate. Evolv will not tolerate discrimination or harassment based on any of these characteristics.
Evolv is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need a reasonable accommodation as part of the job application process, please connect with us at [email protected].
Evolv participates in E-verify for all employees after the completion of Form I-9.
Sales & Account Management (2)