Director – GTM Partner Operations

The Director, GTM Partner Operations Leader in the indirect partner program is responsible for analyzing metrics, operational management, support, and optimization of a company’s partner ecosystem. This role ensures the right infrastructure is in place to scale the in-direct program without the friction associated with manual efforts.

This leader has a deep understanding of the Partner Ecosystems and can suggest and analyze current processes to ensure operational efficiencies. The scope includes processes, program management, systems, and tools used by the company and its partners that are effective, efficient, and aligned with strategic goals. The Partner Operations Leader acts as a key liaison between internal teams (such as sales, marketing, finance, and IT) and external partners to drive program success.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES

Process Development and Optimization:

• Design, implement, and continuously improve processes that facilitate seamless collaboration between the company and its indirect partners.
• Manage metrics of Indirect programs and analysis of pipeline and revenue metrics to ensure optimization recommending process improvements to ensure goals are met.
• Develop standardized workflows for partner onboarding, training, communication, performance tracking, and compensation.
• Ensure that all processes are scalable and adaptable to accommodate a growing partner ecosystem.

Systems and Tools Management:

• Oversee/ provide input on the selection, implementation, and management of systems and tools (e.g., Partner Relationship Management (PRM) platforms, Customer Relationship Management (CRM) systems), account mapping tool, and others that support partner operations.
• Ensure these systems are integrated and aligned with other business systems to provide a holistic view of partner activities and performance.
• Train internal teams and partners on the effective use of these tools.

Partner Programs Management and Support:

• Manage, support, and optimize the Global Partner Program.
• Provide operational support to track annual performance reviews, capture market and partner feedback, and support executive stakeholders to drive future enhancements.
• Act as a point of contact to share program updates both internally and externally with partners.

• Develop and implement programs that enable partners to effectively sell, market, and support the company’s products or services.
• Provide operational support to partners, addressing issues related to processes, systems, payments, and communications.
• Act as a point of contact for escalations and ensure that partners have access to the resources and support they need to be successful.

Data Management and Reporting:

• Collect, analyze, and report on key metrics related to partner performance, program effectiveness, and overall partner satisfaction.
• Provide insights and recommendations based on data analysis to improve partner program outcomes
• Ensure data accuracy and consistency across all partner-related systems.

Compliance and Risk Management:

Collaboration and Communication:

• Facilitate communication between internal teams and external partners to ensure alignment and collaboration.
• Organize and lead regular meetings with stakeholders to discuss program status, challenges, and opportunities for improvement.
• Serve as a key liaison for cross-functional initiatives that involve partner operations.

​SUPERVISORY RESPONSIBILITIES

• Defines annual Key Performance Indicators aligned with corporate goals.
• Directs and mentors leaders on performance gaps, career development opportunities, and strategies.
• Accountable for collective results recognizing others’ contributions and sharing credit for success.

​KNOWLEDGE, SKILLS AND ABILITIES

• Excellent written and verbal communication including public speaking to all levels up to and including the C suite.
• Functional understanding of the financial business application process.
• Strong working knowledge of major ERP technologies.
• Knowledge of the enterprise product portfolio, solutions, and global services offerings.
• Strong leadership, project management, and team-building skills.
• Excellent understanding, comprehension, and ability to articulate various business processes.
• Strong team leadership skills.
• Proven track record in business development or sales, with a focus on building embedded relationships with 3rd partner Technology platforms.
• Demonstrated ability to navigate complex sales cycles, negotiate contracts, and close deals successfully.
• Strategic and analytical thinker with the ability to identify market opportunities and develop effective business development strategies.
• Self-motivated and target-driven, with a passion for technology and software solutions.
• Ability to create client vision, value proposition, and business case to expand the ongoing use of the organization’s solutions.
• Ability to establish clear client objectives, approach, process, and plan to achieve the promised value of the organization’s software solution.
• Experience developing relationships at the executive level is required.
• Demonstrate leadership skills and the ability to influence at all levels within the organization.
• Ability to facilitate consensus when confronted with strong opposing views.
• Excellent communication (oral, written, presentation, and facilitation) skills.
• Strong organizational skills with the ability to manage multiple priorities and meet deadlines.
• Willingness to travel as needed to meet with clients and attend industry events.
• Must possess strong EQ skills and exhibit emotional stability and maturity in the face of highly emotional and stressful situations.
• Excellent interpersonal, organizational, time management, decision-making, presentation, and oral and written communication skills.
• Proficiency in Microsoft Office packages is required.

​EDUCATION AND TRAINING

• Bachelor’s Degree required; MBA preferred.
• 10+ years of experience in managing business development or Operations within a SaaS/Cloud business.
• Or equivalent combination of education and/or experience.

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OTHER QUALIFICATIONS

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.