Director of Channel Development

Priority Software is expanding its North America footprint and is seeking a Director of Channel Development to build, manage, and scale our indirect partner ecosystem.

This role will focus on two strategic partner motions:

1. Reseller Program Development (VARs/Implementation Partners) – Identify, recruit, onboard, and enable new reseller partners that can sell and implement Priority ERP.
2. Advisor & Consulting Channel Development – Build relationships with mid-market consulting, advisory, and ERP selection firms to expand Priority's inclusion in evaluations, RFPs, and deal cycles.

This is a high-impact, revenue-enabling role responsible for driving pipeline creation, partner activation, and Priority's visibility within the ERP partner landscape.

Responsibilities:

Reseller Program (VAR) Development:

• Build and manage a target list of reseller/VAR prospects across ERP ecosystems
• Execute outbound recruitment campaigns to generate partner interest and secure new reseller relationships.
• Lead partner evaluations, business model assessments, and qualification.
• Build and oversee partner onboarding (sales enablement, product training, demo readiness, implementation alignment).
• Support early-stage co-selling to accelerate reseller productivity and help them achieve first revenue.
• Develop joint business plans including revenue goals, vertical focus, and quarterly reviews.
• Track and report reseller pipeline, performance, and revenue contribution.

Advisor / Consultant Channel Development:

• Establish and grow relationships with mid-tier consulting firms, regional advisory practices, and ERP selection firms.
• Deliver educational sessions on Priority ERP: product capabilities, differentiators, implementation approach, ICP fit, and competitive positioning.
• Build an “Advisor Toolkit” (one-pagers, pitch decks, competitive positioning, case studies).
• Increase Priority's visibility and inclusion in RFPs, shortlist processes, and evaluation cycles.
• Track advisor-driven leads, RFP invitations, and deal influence.

Channel Operations & Enablement:

• Build the foundational channel framework including partner tiers, benefits, requirements, incentives, and governance.
• Collaborate with Marketing on partner recruitment campaigns, partner newsletters, and co-marketing programs.
• Maintain accurate partner records and pipeline reporting in CRM.
• Strengthen collaboration across Sales, Pre-Sales, Delivery, Marketing, and Product to support partner success.

Requirements:

• 7+ years of experience in channel development, partner sales, or alliances within the ERP or enterprise software space.
• Demonstrated success recruiting and enabling reseller/VAR partners.
• Familiarity with advisory/consulting firms involved in ERP selection and evaluation.
• Strong understanding of ERP systems, particularly within manufacturing, distribution, or field service industries.
• Experience driving revenue contribution through indirect channels.
• Excellent communication, relationship-building, and presentation skills.
• Ability to work cross-functionally in a fast-growing, entrepreneurial environment.
• Existing network of ERP partners, implementers, and selection/advisory firms in North America – Advantage.
• Experience at or partnering with firms like Acumatica, NetSuite, SAP B1, Microsoft Dynamics, Sage, Epicor, or similar – Advantage.
• Knowledge of partner onboarding best practices, partner certification processes, and channel operations– Advantage.
• Track record of managing multi-partner pipelines and reporting through CRM systems– Advantage.

Key Competencies:

• Relationship Builder & Influencer
• Commercial & Results-Oriented
• Strategic Thinking with Operational Discipline
• High Accountability and Ownership
• Excellent Presentation & Enablement Skills
• Ability to Work Independently and Drive Initiatives End-to-End

Success Metrics:

• Growth of onboarded and enabled new reseller partners
• Partner-sourced and partner-influenced pipeline created.
• RFP inclusion rate and advisor engagement levels.
• Reseller sales productivity and revenue contribution.
• Partner satisfaction and retention