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BrainPOP · 1 day ago

Partner and Channel Sales Director

Utica-Rome Area

Full-time

Hybrid

Director/Executive

$110K/yr - $140K/yr

8+ years exp

BrainPOP is a trusted source of engaging learning experiences for kids, with a significant presence in U.S. schools. The Partner & Channel Sales Director will develop and manage strategic partnerships to drive revenue growth, collaborating with various teams to optimize the partner and channel strategy.

ContentEducationInternet

Work & Life Balance

Responsibilities

Develop a multi-year Partnership & Sales Channel Strategy aligned to ARR targets, segment priorities, and Product roadmap

Identify, evaluate, and onboard new strategic partners (e.g. VARs, SIS/LMS providers, curriculum publishers, selling consortia / aggregators, managed service providers, and consulting partners)

Define partner tiers, benefits, incentives, MDFs (marketing development funding arrangements), lead-sharing frameworks, and performance metrics

Analyze TAM/SAM opportunities to determine which partnerships unlock the largest market access

Own partner-sourced and partner-influenced revenue targets; forecast accurately and manage pipeline through Salesforce

Guide partners through positioning of BrainPOP’s solutions, competitive differentiation, ROI messaging, and procurement/contract requirements

Conduct quarterly business reviews (QBRs) to assess revenue contribution, co-selling motions, and enablement needs

Develop repeatable playbooks for onboarding, use-case packaging, implementation alignment, and upsell strategies

Work closely with Marketing & Sales Enablement to develop co-branded campaigns, webinars, events, and field marketing activities with Partners

Partner with Sales to drive district-level and institutional co-sell activities, ensuring deals move through procurement, RFPs/ITBs, and budget cycles

Support state-level or consortium-level RFP submissions in partnership with content or technology collaborators

Working in collaboration with Sales Enablement, develop Partner onboarding materials, certification programs, and sales/technical training

Create Partner Playbooks for use cases such as assessment analytics, progress monitoring, personalization, or success pathways

Maintain and optimize a Partner Asset Portal with assets – demos, pricing guides, compliance documentation, privacy/security materials, and competitive positioning

Negotiate partnership agreements, revenue-share structures, referral contracts, integration MOUs, and data-sharing terms ensuring FERPA/COPPA compliance

Maintain oversight of partner performance, adherence to brand guidelines, and ethical sales conduct within the education marketplace

Coordinate with CGO/CRO, Legal, Finance, and RevOps to ensure accurate reporting, invoicing, and deal-registration processes

Qualification

Channel Sales StrategyPartnership DevelopmentRevenue Growth ManagementK-12 EdTech ExperienceSalesforce ProficiencyAnalytical CapabilitiesNegotiation SkillsExecutive CommunicationPartner EnablementCross-functional Collaboration

Required

8-10 years of business development, channel sales, or partnerships experience, preferably in EdTech, learning platforms, assessment systems, student success analytics, curriculum tech, or SIS/LMS ecosystems

Experience with major K-12 EdTech tools and platforms

Demonstrated success building and scaling a channel or partnership ecosystem that delivers material revenue contribution

Strong understanding of K-12 procurement, RFP processes, budget cycles, Federal and state funding processes and constraints, and district technology decision-making, as well as with state agencies, and regional education service agencies (ESAs)

Ability to negotiate complex agreements and manage strategic cross-functional relationships

Excellent executive-level communication skills, with experience presenting to superintendents, CIOs, provosts, and partner C-suites

Strong analytical capabilities and experience managing pipeline, forecasting, and partner performance dashboards