Who we are:

Moveworks is an AI company that uses natural language understanding to resolve employees’ IT issues — instantly and autonomously. Our platform currently resolves about 40% of all tech support issues at some of the world’s most recognizable organizations, including Slack, LinkedIn, Equinix, Broadcom, and Autodesk. 

Based in Mountain View, California, Moveworks has raised more than $105 million from top venture capital firms, powered by a team of leading experts in deep learning, NLU, big data, and enterprise SaaS. Our engineers hail from across the globe, have built pioneering systems at places like Google, Facebook, Uber, and AWS, and possess the unique skill sets necessary to create an unprecedented product.

The Opportunity

The Director, Channel, Partnerships & Alliances will drive the growth of Moveworks operations by accelerating the scale and performance of our partner ecosystem. This person will create and lead the partner strategy, recruit partners, enable partners, and leverage the partner community as a primary growth platform.

This position requires someone with strong leadership, sales and partnering skills while also being able to create and articulate a plan for Moveworks’ partner program. The ideal candidate has a strong understanding of enterprise SaaS technology, sales operations and can partner with senior leaders and cross functional teams to influence and drive change.

This role is based at our Mountain View HQ office (based remotely until SIP is lifted) and will report into the VP of Sales and CEO.

What will you do?

• Develop a cohesive plan to recruit and manage a community of Channel Partners to drive market presence, transactional growth, channel capacity, and sales performance
• Establish productive and professional relationships with assigned strategic technology partners to drive awareness and demand
• Create a partner program including performance objectives, financial targets and critical milestones associated with building productive partner relationships
• Ensure alignment across GTM and Corporate functions on a clear and compelling channel strategy
• Develop and run Channel sales reports to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings
• Actively manage partner enablement to sell and service the Moveworks solution by providing ongoing knowledge transfer and training
• Coordinate with marketing to support relevant channel activities 
• Collaborate and coordinate partner strategy with account executives, sales engineers and marketing teams to meet sales objectives and partner’s expectations
• Be responsible for ensuring that partners are conducting business up to Moveworks company standards

What do you bring to the table?

• 10+ years working in business development, channel/partner or sales experience in SaaS or related industries (Software, IT, etc.) 
• 5+ years working in channel/partner leadership role
• Deep understanding of channel sales, Distribution, VAR, and MSSP operating models
• Experience building and maintaining Channel programs for a SaaS company including technology partnerships and alliances. 
• Extensive experience developing and managing strategic relationships with enterprise channel and technology partners in a dynamic software environment
• Proven sales ability including pricing, relationship building and management 
• Ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
• Experience leading quota carrying channel sales teams with demonstrated achievement in accomplishing qualitative and quantitative channel growth objectives
• Highly trusted individual who maintains and expects high level of integrity, honesty, and standards for self and team
• Prior knowledge of AI or NPLis desired though not required