About the Team 

AppDirect is the leading cloud service marketplace company dedicated to revolutionizing the way businesses run. We offer a cloud service marketplace and management platform that enables companies to distribute web-based services and more. The global network of AppDirect-powered marketplaces allows businesses to find, buy, and manage the best applications the cloud has to offer.

With our award-winning platform, service providers can launch a state-of-the-art online application store within a matter of weeks, while developers can integrate once and make their software available across multiple marketplaces worldwide. Our products offer more advanced features and tools than any other competitive solution, putting AppDirect at the forefront of the rapidly evolving market for cloud services delivery.

AppDirect is the global leader in empowering Digital Service Providers to bring their solutions to market. The mission of AppDirect’s Channel Enablement team is to drive the success of these customers by curating a best-in-class service provider catalog, enabling partners to succeed through empowerment and enablement, and driving marketplace penetration and sales volume. We believe that positive outcomes rely on the mutual success of both our catalog provider partners, and the Digital Service Providers that endeavor to bring these and other solutions to market. With this in mind, Channel Enablement is tasked with maintaining a detailed understanding of all AppDirect ecosystem partners (Network & Platform Services), their underlying goals in distributing digital software and solutions, and how our collective catalog of offerings can be creatively grown, packaged, and deployed to complement existing lines of business and evolving digital distribution goals.

About You

In leading ISV & Partner Management, you will act as the primary point-of-contact for AppDirect provider partners globally. Our catalog consists of 300+ digital service offerings and continues to grow at a rapid pace across service type and category. It will be your responsibility to bring order and astute, business case-driven decision making to the ongoing growth, curation, and management of our provider portfolio. This will require the development of efficient processes to recruit, evaluate, and enable these provider partners, ensuring that only digital offerings with a high potential for ecosystem ROI are added to the catalog. It will also be your responsibility to identify and manage a smaller selection of provider partners that require more strategic support in the form of executive alignment sessions, quarterly business reviews, partnership road mapping, and go-to-market program implementation.

What you'll do and how you'll make an impact:

• Catalog Vision - As AppDirect’s platform evolves to enable digital service offerings including cloud, connectivity, telephony, IoT and others, it will be the responsibility of your team to design the appropriate provider portfolio structure and corresponding commercial and legal frameworks to support this growth.
• Catalog Provider Recruiting - Your team will be responsible for developing and owning the outbound recruiting funnel for all net-new catalog service provider relationships across Platform and Network Services, including business case validation, channel strategy, and contracts. You will also be tasked with supporting inbound service provider evaluation, particularly those endorsed by existing AppDirect marketplace customers.
• Relationship Management - In leading ISV & Partner Management, you will act as AppDirect’s primary point-of-contact for our portfolio of 300+ service providers (i.e. ISVs) from a business perspective. Directing enquiries, providing catalog updates, and overall partner communication will fall to you and your team. This includes a includes a more rigorous cadence with strategic provider partners -- DocuSign, IBM, Symantec, and others -- requiring executive alignment, quarterly business reviews, partnership roadmapping, and go-to-market program implementation.
• Strategic Alignment - You will organize and drive joint business plan creation with particularly high-value net-new ISV and provider partners who are evaluating the AppDirect ecosystem as a multi-tier channel opportunity. These exercises may also extend to existing catalog partners with an interest in more aggressively investing in AppDirect ecosystem opportunities.
• ISV GTM - In tandem with AppDirect's Digital Growth team, your team will organize AppDirect channel customer service provider match-making frameworks and manage subsequent rollout of ecosystem “Sell Through” campaigns. This may include assisting with product bundle design, go-to-market motion, sales flow, governance, incentives, and success metric alignment across relevant parties.
• Channel Enablement Process Improvements - On an ongoing basis, you will work with the Channel Enablement leadership team to optimize the value proposition of AppDirect's distribution function and invest in/improve the underlying processes that drive efficiency and maximize ROI.

What you’ll need:

• Comprehensive understanding of the channel ecosystem for digital solutions and familiarity with best-of-breed single and multi-tier distribution contracts and programs (distributor, reseller, referral, affiliate, etc).
• Ability to organize and manage executive-level strategic alignment exercises across internal and external stakeholders.
• Design and own the implementation of complex strategic programs and accurately forecast the corresponding revenue impact of these programs.
• Proven track record of building outbound recruiting funnels for net-new partners. Prioritize and delegate recruiting priorities across team members according to key catalog gaps.
• Capable of consistently identifying commonalities in approach and shared priorities among multiple parties and a large number of opinionated stakeholders. 
• Expert relationship builder capable of driving cross-functional initiatives internally while balancing the input and objectives of external partners.
• “Get Stuff Done” - our ideal candidate is comfortable and confident in a rapidly changing environment and does not allow periods of transition to distract from long term goals.
• “Positive Mental Attitude" - our ideal candidate maintains a pragmatic and optimistic attitude towards their AppDirect peers, customers, and ISV partners even in periods of great challenge.

AppDirect is the only end-to-end commerce platform for selling, distributing, and managing cloud-based products and services to succeed in the digital economy. The AppDirect ecosystem connects channels, developers, and customers through its platform to simplify the digital supply chain by enabling the onboarding and sale of products with third-party services, for any channel, on any device, with support. Powering millions of cloud subscriptions worldwide, AppDirect helps organizations, including Jaguar Land Rover, Comcast, ADP, and Deutsche Telekom connect their customers to the solutions they need to reach their full potential in the digital economy.