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Targeted Start Date:
ASAP
Location:
Houston, Texas metro area
Department:
Marketing
Direct Reports: 0Travel Requirements: 25% travel as necessaryPosition Type: 5+ years of related partner/channel sales experience required
About PCS
PCS Software, Inc. is an AI-driven transportation management platform leader fielding disruptive innovation for carriersm shippers, and brokers in North America. Cloud-based, API-integrated, PCS Software automates the entire transportation logistics operation via a single, comprehensive all-in-one platform solution. Accessible via the web or the companion mobile app, the PCS platform delivers powerful functionality to manage rate and route optimization, mode selection, dispatch/tendering, carrier and fleet management, safety and compliance, freight yard management, settlement/accounting, and more.
JOB DESCRIPTION: Director of Channel Sales
The Director of Channel Sales for PCS Software, ensures a highly inspired, motivated, and mutually beneficial experience by leading collaboration efforts and workflows with peer executives, employees, and cross-functional teams within PCS to follow the lifecycle of a partner or channel integration opportunity from start to finish. You will collaborate directly with senior executives at some of the largest and most capable software, SaaS, network, logistics, and supplier land shipper and carrier fleets.
You will dream, create, organize, project manage, and lead partner activities that drive new partnerships. You will be the trusted business advisor to compliance officers of carrier and shipper fleets and help them recognize the value in the safety of our software, mobile application, payments services, and all other partner service offerings to manage highway drive miles safely, organize vehicle maintenance schedules, procure trucking company staffing, background checks, payments, financing, as well as federal and state compliance measures contained within our all-in-one platform solution. In the role as Director of Channel Sales, you will lead by example recruiting, negotiating, enabling, and managing existing, and new, resellers of PCS Software, referral partners of PCS Software, and independent generation of new leads into PCS Software. This may involve coordinating with the software engineering team at PCS to create new API integrations between partners and the PCS platform or coordinating fleet credit card marketing campaigns with our existing customers or enhancing our platform with new technology features offered by our lengthy list of partners or creating a new channel sales opportunity all together.In addition, you will lead the partner sponsorship revenue generation at our annual customer summits, where our partners are highlighted as speakers and vendor sponsors, and you coordinate networking opportunities between our key customers and those key channel partners on an annual and ongoing basis.
REQUIRED EXPERIENCE
- 7+ years of sales or marketing experience selling SaaS or PaaS software to the transportation and logistics industry.
- 3+ years negotiating channel sales of SaaS or PaaS software.
- Experience creating, implementing, and maintaining a channel sales operating plan annually.
- Experience driving marketing and sales activities necessary to achieve monthly, quarterly, and annual on plan sales targets.
- Experience managing the channel sales pipeline using Salesforce Sales Cloud, CPQ, and other applications within Salesforce.
- Experience organizing and working through legal contracts.
- Experience organizing project plans and workflows.
- Experience with product marketing and the workflow to take an idea from creation to live business activities that generate reoccurring revenue.
- Experiencing leading registration efforts and attend regional tradeshows, seminars and company sponsored fleet automation events.
- Experience leading sponsorship and registration generation for the PCS annual customer summits.
- Ability to build relationships both internally and externally with C-Level executives to secure target market adoption.
- Experience working closely with the marketing team to drive awareness, branding, and lead generation.
- Experience managing to a set of specific sales KPI’s.
- Experience on-boarding channel partners, enabling channel partners, and managing channel partners throughout the sales life cycle.
- Experiencing implementing a national partner program.
- Experience establishing a partner portal where all leads are tracked, managed, and paid from.
- Experience with social media content creation and posting as well as participation in blog forums and webinars.
- Experience with public speaking, participating in, hosting, or attending technical industry conferences or user groups to network or gain valuable insight to new or upcoming legislation, technical releases, competitor knowledge, or potential partner opportunities.
LEADERSHIP REQUIREMENTS
- Maintain and enforces a documented record of all pipelines leads in Salesforce daily.
- Lead, inspire, and motivate your team to achieve on plan results.
- Secure product, industry, and association training.
- Strong leadership and communication skills required.
TRANSACTIONAL RESPONSIBILITY
- Ensure that all leads are documented in Salesforce daily.
- Ensure that all contacts and updates to existing leads are updated in Salesforce.
- Ensure that all contracts are fully executed and provided to the accounting department and financial terms are documented correctly for dashboard and KPI tracking.
- Ensure all current or existing customers are well supported and managed by Account Management teams.
- Ensure constant communication and status updates occur between PCS and our channel sales partners or potential partners.
- Ensure constant communication and status updates occur between PCS sales, marketing, product, accounting, and engineering departments
Employee Benefits Include:
Hybrid work environment 3 days onsiste/2 days remote
- Annual Incentive Bonus Plans for non-commissioned full-time employees.
- Medical, Dental, and Vision benefits effective on the 1st of the month following your start date
- Fidelity 401K with a 4% Company Match, vesting with your first payroll
- Paid Holidays Annually
- Unlimited PTO policy after your first 60-days of employment
- Voluntary term life and disability insurance
- 2-weeks of paid Maternity Leave
- Employee referral bonus program, training and development opportunities, paid volunteer days, and many more!
EEO Statement
PCS Software, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or any other protected characteristic.
Why Join PCS?
PCS Software, Inc. rewards your challenging work with excellent opportunities for career growth and personal development. If you want to be the newest member of a vibrant group of energized technology leaders in an innovative and entrepreneurial environment, then apply online today to start building solutions that customers will love to use and join a company that truly rewards your challenging work and values your talented contributions. PCS Software, Inc. is considered one of the best places to work because of our competitive compensation plans, comprehensive benefits plan with company assisted medical, dental, and vision premiums for you and your dependents, 401k with a 4% match, unlimited PTO package, a truly creative and fun working environment, paid training and development opportunities, hybrid work environment with 3 days on site and 2 days remote each week, employee recognition programs, and amazing opportunities for career growth and personal development.
Work Authorization
PCS Software, Inc. will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire. This job description provides many examples of the types of responsibilities required but is in not intended to be a comprehensive list. The incumbent will complete other job responsibilities as needed which are not specifically described in this document. We thank all respondents for their interest in PCS Software, Inc.
However, only those selected for an interview will be contacted. To view additional information on PCS Software, Inc., please visit our website at www.pcssoft.com. No calls or agencies please. Requirements
TECHNICAL REQUIREMENTS
- Excellent partner relationship skills
- 7+ years of experience in sales or marketing
- 3+ years directly in a channel sales position
- $5M ARR required in sales generation
- Experience demonstrating valued based selling
- Excellent presentation and communication skills both oral and written
- Excellence in Salesforce skills
- Proficient in Microsoft Office Suite tools
- Proficient with social media platforms and webinars
- Ability to travel 25% as required
EDUCATIONAL REQUIREMENTS:
- A Bachelor’s Degree in Business or Technology (Computer Science, Computer Engineering, MIS, CIS) or other related degree is required, or the equivalent of 10 years of experience in a similar role for a similar industry.
- Sales or technical certifications preferred
- Formal sales training and/or certifications are preferred
