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Director Business Development (partnerships) 100% REMOTE

Company: Varis
Location: Minneapolis
Posted on: June 26, 2022

Job Description:

This is a 100% fully remote role. Work virtually from anywhere in the U.S.
Varis is a well-funded and fast-growing technology startup that focuses on digital commerce software-as-a-service and procurement, and is owned by The ODP Corporation (NASDAQ: ODP). We are innovation-driven, customer-centric, and ready to transform business-to-business (B2B) procurement with insights gleaned from data. Our culture is focused on bold vision, launching the simplest initial solution to learn, then either failing or scaling fast. www.govaris.com
Reporting to the Sr Director of Strategic Business Development, Varis is seeking someone to develop and execute strategic channel strategies which leverage our innovative technologies to better serve our clients.
This is a high visibility role that will engage with strategic partners, executive leadership and key business stakeholders on a wide range of efforts, including business modelling, go-to-market analysis, and channel & partner activation. This is an ideal role for someone with a successful track record in strategic business development who is entrepreneurial in spirit, wants the opportunity to grow, and is looking to make their mark in a fast-paced, innovative SaaS company.

  • Research, analyze, and identify emerging opportunities designed to increase existing business and capture new opportunities.
  • Collaborate with a broad range of internal constituents to define go-to-market strategy, draft proposals, and achieve leadership alignment and approval.
  • Analyze markets and synthesize recommendations into actionable partnerships plans
  • Source, recruit, develop, and maintain mutually beneficial and trusting relationships with strategic channel partners.
  • Cultivate and manage partner opportunity pipeline with accountability for forecasting, reporting, and goal achievement.
  • Proactively assess, clarify, and validate channel needs on an ongoing basis.
  • Work with business development leadership and legal teams to author and negotiate mutually beneficial agreements with partners and clients
  • Be agile and execute across a quickly evolving range of products
  • Drive the acquisition and relationship management of key lighthouse customers.
  • Understand unique customer needs and align customer profiles to ensure successful sales that result in high customer satisfaction and commitments to long-term engagements.
  • Collaborate with Product & Technology, Product Management, and other stakeholders to communicate customer pain points, requirements, and priorities, and create a framework of innovative offerings.
  • Work with Sales Leadership to implement co-selling campaigns to source net new pipeline and to accelerate-influence existing pipeline.
  • Evangelize products as external representative of the company for all assigned alliances which includes key relationship meetings, events, summits, tradeshows, etc
  • Collaborate and gain alignment with internal stakeholders across related business functions (finance, marketing, sales operations, etc.).Requirements
    • Education: Bachelor's Degree or equivalent experience in a related field. Masters or MBA is preferred.
    • 10+ years of overall experience that can include sales, business development, channel or partnership alliances, or strategic development, etc.
    • Experience negotiating complex commercial and product deals, including scaling such deals across multiple partners.
    • Experience executing a go-to-market strategy end-to-end.
    • Successful track record in business development in B2B sector paired with an entrepreneurial mindset.
    • Experience working with partner programs in their infancy.
    • Exceptional sales/alliance professional, familiar with solution-based/ consultative approaches to selling, and able to manage complex sales processes with long sales cycles.
    • Be comfortable working across multiple vertical industries and lines of Business.
    • Experience presenting to Senior and C-suite leadership.
    • In-depth experience operating within and project managing cross-functional teams (product management, customer success, legal, finance, marketing, sales, etc).
    • Ability to maintain an incredibly high degree of attention to detail and accuracy.
    • Ability to maintain confidence, confidentially, and composure during difficult and/or complex situations.
    • Strong product sensibility, and comfort with considering basic technical feasibility of partner solutions
    • Ability to work in a dynamic, fast-paced deadline environment while successfully managing multiple tasks.
    • Excellent communication skills and ability to effectively work, influence, problem solve, and engage with all levels of the organization.
    • Experience working with a CRM such as HubSpot or Salesforce.
    • Metrics driven; highly disciplined process orientation
    • Strong knowledge of Microsoft Office Suite.
    • Limited travel: Up to 20%

      Benefits and Perks
      • Discounts on Office-Depot/Microsoft/Apple's products and services
      • Auto, Home, and Pet Insurance
      • Medical / dental / vision, AD&D, and Life Insurance
      • Flexible vacation and company paid holidays
      • Health Saving Account (HSA)
      • Long Term Disability and Short-Term Disability
      • 401(k) matching program
        The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all required responsibilities and skills. Other duties and special projects may be assigned per business needs. Job descriptions are subject to change at any time with or without notice. Varis is wholly owned by The ODP Corporation, which is the legal employer of Varis associates. ODP is an Equal Opportunity Employer.

Keywords: Varis, Minneapolis , Director Business Development (partnerships) 100% REMOTE, Executive , Minneapolis, Minnesota

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