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Role Description

The Director, Strategic Channel Partnerships is responsible for developing and managing strategic relationships with key partners to drive revenue growth and expand market reach. This role involves:

• Identifying potential fulfillment, reseller, distribution, and implementation partners.
• Negotiating complex agreements.
• Leading the Procore + partner relationship from launch to scale.
• Serving as the executive point person for key relationships.
• Being accountable for overall channel performance.

This position reports into the VP, Corporate Development and Partnerships and will have frequent contact with senior executives, up to and including the C-suite of both organizations. This opportunity can work remotely from any US location, and we are looking for someone to join us immediately.

What you’ll do:

• Drive End-to-End Partnership Lifecycle: Serve as the executive point person for key channel relationships, responsible for identifying, negotiating, and managing complex partnership agreements and contracts.
• Lead Cross-Functional Alignment: Collaborate with internal teams to align partner priorities and strategies with business goals, integrating existing partnership threads across Sales, Customer Success, Marketing, and Product into one cohesive, high-impact partnership.
• Own Indirect Revenue & Performance: Own the global indirect revenue forecast and all associated co-sell, resell programs. Establish, manage, and report on the performance metrics for in-field channel resources (dotted-line reporting) to ensure revenue goal attainment.
• Govern Strategy & Execution: Create and execute strategic Joint Business Plans (JBPs), define shared KPIs, facilitate executive Quarterly Business Reviews (QBRs), and drive joint executive alignment.
• Evangelize & Mentor: Lead, influence, and mentor regional field resources to ensure tight sales alignment and consistent channel execution. Communicate and evangelize the strategic value and successes of the partnership ecosystem to internal stakeholders.

Qualifications

• 10+ years of total professional experience, with a minimum of 6+ years directly owning Channel Partnerships, Strategic Alliances, or Business Development for a B2B SaaS platform.
• Experience with building, developing and growing channel partnerships and relevant programs that deliver long term revenue growth and customer/partner satisfaction.
• Consistent track record of exceeding revenue targets and business objectives.
• Outstanding interpersonal skills, business judgment, strong communication, and demonstrated ability to generate action and drive outcomes through influence and engagement.
• A self-starter who is comfortable with ambiguity, working cross-functionally in a high growth business landscape, and prioritizing multiple projects and deadlines in a fast-paced environment.
• Bachelor's degree required; candidates with an MBA, previous SaaS or software experience, knowledge of global distributors and/or public sector channels, or strategic understanding of the construction industry market are a plus.

Requirements

• Base Pay Range: This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation.
• Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.
• For Los Angeles County (unincorporated) Candidates: Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws.
• A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:
• Appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms.
• Interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues.
• Exercising sound judgment.