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Director of Channel Partnerships



Sales & Business Development
United States · Canada · Mexico
Posted on Friday, February 2, 2024

Founded in 2018 in Dublin, Tines is a smart, secure workflow platform designed to automate any manual task, regardless of complexity. By automating workflows, Tines empowers frontline teams to reduce monotonous, manual work and free up valuable time and resources.

Tines is an integrator across your entire stack - if it offers an API, Tines connects with it. Having firmly established Tines as the de-facto automation platform for cybersecurity teams, we’re expanding horizontally to IT, Product, Engineering, and Infrastructure teams. Tines was built for everyone, delivering transformative and innovative enterprise software to industry leaders like Canva, Intercom, Databricks, Mars and Reddit.

We’re excited about what we’re doing and what’s to come, and we’re looking for others who can lead by our values of Simplicity, Speed, and Soundness. Because Tines is about delivering exceptional customer experiences, while creating a company culture that nurtures individual curiosity, growth, and integrity.

Tines is looking for a Director of Channel Partnerships for NAMER reporting to the Global Head of Partnerships based in the Ireland HQ. We are looking for an experienced high performance team builder and people manager; A Partnership sales professional and ambitious strategic thinker to build on the solid foundations of the companies early success. Initially managing a team of 4 Partnership professionals, and working closely with a diverse cross-functional team, including sales, sales engineering, marketing, product, and operations, you’ll continuously seek opportunities to Partner with leading Channel VARs that will drive growth for both Tines and our partners.

The ideal candidate will have an extensive background and experience creating, building and managing channel Partnership that generate meaningful business value. You should be detail-oriented and metrics obsessed, with a history of driving results and success, ideally in a fast-paced tech environment. This position is suited to someone that thrives in an hands-on environment and has a tactical, front-line approach combined with a strategic lens; Partner first sales org; A builder who is obsessed with Partner led growth.

Location: East Coast - Boston or New York

What you'll do:

  • Foster a high performance team culture to meet and exceed goals across sourced revenue, enabled revenue, deal registrations, and Partner led services.
  • Define certification growth plans and support enablement of the partners.
  • Cultivate strong and lasting relationships with key executives and decision-makers at the partners.
  • Advocate for our partners and work closely with the sales, sales engineering and marketing teams to solicit feedback and ensure that the partner needs are at the core of GTM strategy.
  • Manage partner performance on an ongoing basis with support from the Partner Programs lead to leverage the data and instrumentation in place to make strategic decisions.
  • Recruit new Partners through the team to kick start new sales territories and amplify the Tines message in market.
  • Be a hands on user of tools including Looker, SFDC and PRM software to understand partner performance and identify insights that will inform ongoing partner strategy.
  • Balance the mid - long term requirements to build partnerships with a lens on the short term requirements to grow revenue.
  • Partner with and manage stakeholder expectations both internally and externally
  • Be the primary voice of the channel in the NAMER GTM organisation, and the primary voice of Tines with our Partners.

What we’re looking for:

  • 5 + years experience in managing high performing partner / channel teams
  • Effective and proven leadership experience will be necessary to manage a team of partner managers.
  • Strong motivation skills, ability to grow talent and manage by goal-setting with consistent business reviews.
  • Track record of over-achievement of quotas and business goals
  • Proven track record of building and scaling high performance SaaS partner teams
  • Strong C- level network within the security and IT / Technology VAR community and wider partner eco-system across the U.S.
  • Flexible team player comfortable with a fast-paced, often ambiguous, scale-up environment
  • A person who will lead from the front and be present in the market supporting both the Channel team and the direct sales teams as we build the business to the next level.
  • Results focused with ability to operate autonomously
  • To be prepared to travel up to 30% of the time.

At Tines, we’re all about trying new things and taking the leap. If you’re second-guessing your application, we hope you’ll trust your gut and take the leap too! Applying for a new job isn’t always easy, especially if you’re thinking of a career pivot – but we’re big believers in learning and growth here at Tines, so you’ve nothing to worry about. A variety of experience, perspectives, and voices makes us the company we are. We’d love to hear from you.

Tines provides equal employment opportunities to all employees and applicants for employment without regard to sex, race, colour, ethnic or social origin, genetic features, language, religion or belief, political or any other opinion, membership of a national minority, property, birth, disability, age or sexual orientation.