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Are you driven by innovation and looking to thrive in a fast-paced, growing environment? Join us at Calabrio and be part of our dynamic team! Help us reshape the landscape of customer experience—where every interaction becomes an opportunity, and every insight drives meaningful change.
Introducing Calabrio – the trailblazers in customer experience intelligence! Revolutionizing the way organizations connect with their customers; we empower businesses to elevate every interaction to new heights. Our cutting-edge cloud platform, coupled with AI-driven analytics tools, unlocks the true essence of customer sentiment, turning data into actionable insights with lightning speed.
We are seeking a Partnership Account Director to join our growing team. In this role, you will be a vital representative of Calabrio within our global partner organization, working closely with reseller and channel partners to drive sales, foster relationships, and expand our partner network. You’ll leverage strategic business planning, sales incentives, and marketing initiatives to ensure partners achieve their goals while contributing to Calabrio’s overall growth.
What You’ll Be Doing (Key Responsibilities):
Partner Recruitment & Onboarding- Identify, engage, and recruit high-potential partners across EMEA aligned with strategic market coverage (VARs, SIs, MSPs, TSD sub-agents, etc.).
- Own the full partner acquisition lifecycle from sourcing to signed partnership agreement.
- Conduct business planning and capability assessments to ensure strong product/market fit.
- Manage onboarding and early-stage enablement to ensure a fast path to first revenue.
- Build a partner ecosystem that aligns to key growth regions (e.g., Mainland Europe and UKI).
- Analyze white space and prioritize recruitment to support coverage gaps in verticals, geos, or segments.
- Collaborate with regional sales and partner account directors to align partner coverage to customer opportunity.
- Serve as the initial point of contact for new partners, building trust and alignment through early-stage engagement.
- Drive first wins and transition partners to a dedicated partner team once they are revenue-generating.
- Work cross-functionally with legal, marketing, product, and sales to ensure efficient partner contracting and onboarding.
- Provide input to improve partner onboarding experiences and make it easier to do business with your company.
- Maintain a clear pipeline of prospective partners with weekly/monthly reporting on outreach, conversion, and ramp status.
- Monitor early-stage partner performance metrics: activation rate, time-to-first-deal, enablement progress, etc.
- Own and report on partner pipeline, sourced and influenced revenue, and other KPIs.
- Provide insights to shape regional partner strategy, including ideal partner profile (IPP), partner tiering, and incentive alignment.
- Attend regional industry events and forums to build visibility and source new potential partners.
- Support and lead partner onboarding: Areas of focus could be contracts, training, certification, and integration with our sales and support ecosystem.
- Maintain strong relationships with partners and serve as their internal advocate.
- Utilize partner incentives, sales programs, co-marketing campaigns, and marketing funds to drive bookings.
- Develop and execute business plans with partners that outline sales objectives and growth strategies. Lead and conduct quarterly business reviews (QBRs) to assess results, discuss improvements, and plan for future quarters.
- Ensure CRM and contact details are accurate and up to date.
- Collaborate with Partner Marketing to align global programs, incentives, and communication tools.
- Work closely with Calabrio’s field sales teams to drive channel-generated revenue.
- Help partner sales teams accelerate sales cycles by improving their ability to identify opportunities, understand Calabrio’s solutions, and effectively position our value proposition.
- Deliver timely and relevant information to these new partners through personalized and corporate communication channels.
- Align Calabrio’s sales initiatives with new partner objectives to drive profitable growth.
Success Criteria:
- Successful onboarding of key partnerships.
- Fast start new partner engagement and sales pipeline development.
- Successful execution of business plans and QBRs.
- Growth in channel-generated bookings and revenue contributions.
- Effective onboarding, training, and enablement of EMEA partners.
- Strong collaboration with internal teams, including sales and marketing, to optimize partner performance.
- Degree in business or a related field.
- 8 - 10 years of experience working in the channel space for or with CCaaS / UCaaS / CX providers; driving customer account management, marketing, sales and business development.
- Experience in a fast-paced and evolving work environment.
Calabrio has 300 Global Partners, more than 2.25 million agents, and over 7,000 customers worldwide. We’ve been doing this for more than two decades and have been recognized by leading independent third parties such as Gartner, Forrester, and G2 Crowd as a leader and visionary. Thanks to the hard work and dedication of every Calabrio team member, we have been recognized by the Star Tribune Top Workplace for 9 years in a row, a 2022 certified Great Place to Work UK, named one of BC’s Top Employers for 2023, and recognized as a top 50 fast-growth company by Minneapolis/St Paul Business Journal.
We recognize diversity comes in many forms, to foster an inclusive hiring experience any applicants who qualify under the Americans with Disabilities Act, as amended, or applicable state law, who are unable to comply with Calabrio’s application process due to their disability may be eligible for a reasonable accommodation. Request for accommodation in the application process can be made by emailing . An applicant requesting an accommodation may be required to provide support for the requested accommodation. Calabrio will only share information concerning an applicant’s requested accommodation with those individuals who have a specific need to know such information.
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