element451 - Head of Consulting Partnerships
Requirements
• 6+ years in B2B SaaS partnerships, channel sales, or alliances, with at least 3 years carrying a partner-sourced revenue number. • A track record of growing partner-sourced pipeline that you can show in numbers. • Experience with both consulting firms or SIs and technology partners, and a clear view of how each one makes money. • Strong co-selling skills. You can run discovery, map accounts, and move a deal forward alongside a partner's rep. • Working knowledge of partner economics: referral fees, resale margins, services subcontracting, and deal registration rules. • Fluency in HubSpot or Salesforce. You keep your own pipeline clean and forecast it accurately. • Clear writing and presenting. You can brief a partner's leadership team and train their sellers in the same week. • Willingness to travel about 25% of the time. • Higher ed experience in admissions, enrollment, student success, or continuing education technology. • Relationships in higher ed consulting firms or in ecosystems such as Ellucian, Workday Student, Slate, Salesforce Education Cloud, or Anthology. • Experience selling or partnering around AI agents or automation products. • Experience building a partner program from an early stage: tiers, certification, a partner portal, or PRM tools.
Responsibilities
• Build joint business plans with your top 8 to 10 partners, with named target accounts, pipeline goals, and a quarterly review. • Source and co-sell deals. Run account mapping with partners, set first meetings, and stay on deals through close with our Account Executives. • Run deal registration in HubSpot. Review submissions, resolve conflicts, and keep partner-sourced and partner-influenced pipeline accurately attributed. • Enable partner teams. Deliver product training, demo certification, and sales plays so partners can position Element AI CRM and Bolt agents without us in the room. • Launch joint go-to-market with Marketing: co-branded webinars, conference presence, case studies, and campaigns into shared accounts. • Hand off cleanly to Services so consulting partners deliver on scope when a client project moves to them. • Report monthly on pipeline, bookings, and partner health. Use the data to invest in partners that produce and cut the ones that don't. • Represent Element451 at partner events and higher ed conferences.
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