Senior Director, Global Partnerships

Job description

**About Us:** Datacor is the leading provider of software solutions, including ERP, CRM, Asset Tracking, Simulation and Formulation, to the process manufacturing space. We are on a mission to better equip the industry with software solutions and move it forward by building thoughtful, intuitive products that solve our customers’ most difficult problems. We are passionate about serving our customers and helping them use data as a competitive advantage. Our customers make products that extend and sustain lives by sanitizing, fertilizing, beautifying, cleaning, and recycling the world we live in. We at Datacor help our customers make those products you use every day more safely, cost effectively and more efficiently through our technology platforms and applications. **The Role:** Datacor is scaling a multi-motion partner ecosystem across its DANG, ESG, and TrackAbout (TA) business units spanning resale, referral, technical/co-sell, services/implementation, and strategic OEM-style relationships. Partnerships today are fragmented across business units and managed tactically by regional partner managers who report through Sales. There is no unifying strategy, segmentation model, or formal program. We're hiring a Senior Director of Global Partnerships to build the strategy, structure, and operating discipline this function needs — and to personally drive new partner acquisition while working through and alongside existing regional partner managers rather than displacing them. This is a build role: part strategist, part recruiter, part program architect, part operator. Success means partner-sourced revenue growing at or above Datacor's overall double-digit corporate growth rate. This role reports directly to the CRO and does not have direct reports on day one. It will operate through strong dotted-line influence with regional partner managers (who continue to report through VP Sales) and close collaboration with business unit and sales leadership. As the partner motion matures and scales, this role could be expected to build out a dedicated team. **Key Responsibilities:** **Partner Strategy & Segmentation** - Design and own Datacor's overall global partner strategy across all partner types and business units (ERP, Prroduction Systems, ESG,). - Build a formal, tiered partner program (e.g., Platinum / Gold / Silver) with clear criteria for tier placement, differentiated benefits, margin/discount structures, and obligations at each level. - Define how the program flexes across fundamentally different partner motions — reseller, referral, technical/co-sell, services/implementation, and strategic OEM-style relationships — rather than forcing a one-size-fits-all model. - Establish clear rules of engagement, account ownership, and conflict-resolution guidelines between partners and direct sales. **Partner Recruitment & Acquisition (New Logo Growth)** Personally identify, recruit, and close new partners across five distinct motions: - **Reseller partners -** expanding the network of resellers across various Product Groups of Datacor (primarily Animal Nutrition Group (DANG), Engineering Simulation Group (ESG), and Asset Tracking (TA). - **Referral partners -** growing the broader ecosystem of partners who send Datacor qualified opportunities. - **Technical/co-sell partners -** partners with joint-sell motions and product integrations that expand solution value. - **Services/implementation partners -** recruiting global systems integrator(s) and consultancies (from Big 4 firms to smaller boutique consultancies) to extend implementation and consulting reach for Datacor's more global, enterprise-scale businesses. - **Strategic/OEM-style partners -** relationships where a major industrial technology provider embeds or positions a Datacor solution within their own customer relationships. Identify and pursue additional strategic partners of this type across other business units. - Manage and grow point-solution listings with broader ecosystem resellers where the Datacor solution suite is included in other vendors offerings, including recruiting additional catalog/marketplace-style resell relationships beyond the current footprint. **Partner Program Build-Out** - Build the formal infrastructure a mature partner org needs: partner agreements/contract frameworks, onboarding, enablement curriculum, certification paths, deal registration, and incentive/commission structures by tier and partner type. - Design enablement programs (sales, technical, and marketing) so partners can sell and implement Datacor solutions effectively and independently. - Create accountability mechanisms — QBRs, scorecards, tier-maintenance criteria, and performance thresholds — to ensure partners are actively contributing to pipeline and revenue, not just listed. - Partner with Product Marketing and Demand Gen Marketing to build partner-facing collateral, co-marketing programs, and joint go-to-market plans. **Partner Technology & Portal Management** - Lead the rollout of a Salesforce-based partner portal as the system of record for partner onboarding, deal registration, pipeline visibility, MDF/incentive tracking, and enablement content distribution. - Own the ongoing management and continuous improvement of the partner portal — configuration, access/tiering rules, content freshness, and adoption — in partnership with RevOps and IT/Salesforce administration. - Define requirements and success criteria for the portal in collaboration with RevOps, ensuring it reflects the tiering model, deal-registration workflow, and reporting needs of each partner motion. - Drive partner adoption of the portal as the primary channel for deal registration and pipeline updates, reducing manual, off-system partner management. **Partner Performance, Growth & Governance** - Own the partner revenue number: grow total partner-sourced/partner-influenced revenue at or above Datacor's overall double-digit annual growth target - Build the reporting and forecasting cadence for partner-sourced pipeline and bookings, in partnership with RevOps. - Work through regional partner managers (who report through VP Sales) to drive day-to-day partner management pipeline reviews, forecasting, relationship health while providing strategic direction, program standards, and escalation support. - Identify underperforming or misaligned partners and drive tier downgrades, remediation plans, or offboarding as needed. **Cross-Functional Leadership** - Act as the connective tissue between BU leaders, Sales leadership (including VP Sales and regional partner managers), Product, and Marketing to ensure partner strategy reflects real business unit priorities and capacity. - Represent partnerships in GTM planning, ensuring partner capacity and coverage are factored into territory design, quota planning, and pipeline targets. - Serve as the executive-level relationship owner for Datacor's most strategic partners (e.g., major OEM-style relationships). **Qualifications:** - 10+ years in Enterprise Sales Management and/or partnerships, alliances, or channel leadership, ideally in B2B enterprise software; experience spanning multiple partner motions (resale, referral, technical/ISV, GSI/consulting, OEM/strategic) strongly preferred. - Track record of building programs, preferably partner based, from a fragmented or immature state — designing tiering, incentive structures, and governance from scratch. - Direct experience recruiting and closing global systems integrators or consulting firms (Big 4 and/or boutique) for implementation/services reach. - Experience structuring OEM-style or embedded-solution partnerships with large technology or industrial providers. - Experience standing up or managing a Salesforce-based partner portal (PRM) or comparable partner technology stack. - Comfort operating with significant influence but no formal authority — able to drive standards and accountability through relationship capital and cross-functional alignment rather than direct reporting lines. - Strong commercial instincts and comfort owning a revenue number; fluency in partner economics, margin structures, and incentive design. - Experience in industrial, process manufacturing, or engineering software markets is a plus, but not required. - Willingness to travel globally to support partner recruitment and strategic relationships. **EOE Statement:** Datacor is an Equal Opportunity Employer and does not discriminate on the basis or race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic. **Use of AI During Interviews:** At Datacor, we value thoughtful problem-solving and authentic perspectives. To ensure a fair and consistent evaluation process, we ask that candidates do not use generative AI tools or outside assistance during live interviews unless explicitly stated otherwise. We're interested in hearing your experience, your approach, and how you think through challenges.