Director, Channel Sales

About Turn/River Capital
Turn/River Capital is a technology-focused private equity firm based in San Francisco with over $2 billion under management. We are 100% focused on B2B software, specializing in growth capital investments, founder liquidity, buyouts, spin-outs, and recapitalizations of technology, web, and SaaS companies. Our strategy combines flexible capital with data-driven marketing, sales optimization, and operational execution to help companies double or triple their growth and build significant value. We are analytically driven, curious by nature, and always looking for the next experiment to drive improvement.
The Opportunity: Director, Channel (Sales)
The Director of Channel will be responsible for implementing and tracking Turn River Channel playbooks with our Portfolio Companies in order to drive channel-originated opportunities. The Turn River Operating Team's data-first approach means that in addition to having a background working in Channel Sales, you will be proficient with SFDC so that you can work with our portfolio companies to ensure the right metrics and real-time tracking systems are in place so that we can adjust the various Channel levers at our disposal to drive optimal results.
To excel in this position, you must be able to roll up your sleeves and dive in as an operator and execute Channel tactics as well as work with our Go-To-Market leaders on determining Channel priorities and what Playbooks are most appropriate for their business at a given point in time. A track record of success driving sales through Channels is important as it will give you the credibility needed to influence our portfolio companies' sales leaders. In addition, the ability to utilize SFDC/Tableau to be able to analyze what is working and what is not will be key to your success.
Key Responsibilities:

• Driving Channel Pipeline - Focus on driving Channel originated pipeline (Deal Registrations) at our Portfolio Companies through the implementation of repeatable, scalable playbooks.
• Tracking Results - Making sure that the Portfolio Companies have the right tracking mechanisms in place so that we have the data needed to understand the performance of any implemented playbooks.
• Training and Coaching - Working with members of the Channel teams at our Portfolio Companies to ensure that they understand The Why, The What and The How of our playbooks so that they are implemented successfully.
• Improving - We learn from our experiences. Every time we implement a Channel playbook, we want to learn what is working and what is not so we can make adjustments where needed to our playbooks and then be able to rapidly roll them out throughout the portfolio.
• Creating and Maintaining a TR Partner Network/Seller Database - Create a database of Partners and Partner Sellers that our Portfolio Companies have successfully worked with that we could introduce new Portfolio Companies to in order to rapidly increase their Channel Capacity.

Qualifications:

• 8+ years of Channel Sales and Operations Experience at $200M-$500M Enterprise Software Companies that do at least half of their business through the Channel.
• Understanding of Channel Operations and hands-on experience with the tools (i.e. PRM, Deal Registration, and LMS systems) that allow us to effectively manage and drive opportunities through our Channels.
• Strong process orientation and demonstrated ability to drive improved ROI through repeatable Playbooks.
• Organized with the ability to collaborate across multiple Portfolio Companies and T/R teams in real time on a daily basis.
• Strategic mindset and voracious learner.
• First-line management experience.
• Proficient working in SFDC, Tableau, and Excel.
• Experience with different Channel models including Resellers, Distributors, ISVs, MSPs, and OEMs - bonus points for MSP and OEM experience.

Location:
SF - hybrid work model
Base salary range for this role is $240,000 - $260,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience and training, licensure and certifications, and other business and organizational needs.
This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
Benefits and Perks

• An opportunity to make an impact across multiple high-growth tech firms
• Competitive salary, benefits, and discretionary bonus.
• 401K
• Commuter benefits
• Work from home Monday & Friday
• Energetic work environment with snacks and weekly team lunches, centrally located near multiple public transit lines
• A company who enjoys having fun: holiday parties, annual company offsite, annual summer remote month