OC Tanner

Partner Channel Director

OC Tanner • $120K — $180K *
Salt Lake City, UT 84118In-Person
Enterprise Technology
5 - 7 years of experience
More than 3 months ago
Job Overview by Ladders

Qualifications

  • 5+ years in business development, sales partnerships, or go-to-market strategy.
  • Proven experience managing or launching GTM partnerships.
  • Strong ability to build relationships and influence cross-functional teams.
  • Experience managing complex deal cycles.
  • Familiarity with B2B SaaS and platform business models is preferable.
  • Excellent communication, negotiation, and strategic planning skills.

Responsibilities

  • Source, evaluate, and close new GTM-focused partnerships that align with priorities.
  • Partner with Sales and Marketing leadership to identify whitespace opportunities and build strategies.
  • Collaborate to create and execute partner GTM plans, including co-selling motions.
  • Develop regional partner strategies focusing on Europe, Asia Pacific, and India.
  • Build internal partner enablement playbooks and coordinate marketing initiatives.
  • Track partner-influenced pipeline and performance metrics for strategy adjustments.
  • Represent the company in negotiations and industry events, acting as a brand ambassador.

Benefits

  • Comprehensive health insurance.
  • Opportunities for professional development and training.
  • Flexible working hours and remote work options.
  • Employee assistance programs.
  • Generous vacation and paid time off policies.
Full Job Description
About the Role:
We're seeking a growth-minded partnerships professional to lead the development and execution of go-to-market (GTM) partnerships. This role will work closely with the Sales, Marketing and Product organizations to identify and activate strategic partner relationships that expand our reach and drive revenue-particularly in North America, Europe, and Asia Pacific.

Key Responsibilities:
  • Source, evaluate, and close new GTM-focused partnerships (e.g., channel, co-sell, referral) that align with sales and marketing priorities.
  • Partner directly with Sales and Marketing leadership to identify whitespace opportunities and build joint pipeline strategies with alliances.
  • Collaborate with Sales, Marketing and Product to create and execute partner GTM plans, including co-selling motions and demand generation.
  • Develop regional partner strategies with an emphasis on Europe, Asia Pacific, and India, ensuring alignment with local sales goals.
  • Build internal partner enablement playbooks and coordinate partner marketing initiatives to support field execution.
  • Track partner-influenced and partner-sourced pipeline, performance metrics, and ROI to inform ongoing strategy.
  • Represent the company in partnership negotiations, industry events, and external engagements, acting as a key ambassador for our partner ecosystem.
  • Serve as the connection between partners and Sales, Marketing and Product to ensure execution and measurable impact.


Qualifications:
  • 5+ years in business development, sales partnerships, or GTM strategy.
  • Proven experience managing or launching GTM partnerships.
  • Strong ability to build relationships, influence cross-functional teams, and manage complex deal cycles.
  • Familiarity with B2B SaaS, and platform business models is a plus.
  • Excellent communication, negotiation, and strategic planning skills.

About OC Tanner

O.C. Tanner is a global employee recognition and corporate gifting company. Founded in 1927, the company is headquartered in Salt Lake City, Utah, and has offices in Canada, the United Kingdom, and Australia. O.C. Tanner provides employee recognition programs, service awards, and incentive programs to businesses worldwide. The company has been recognized for its workplace culture and has been named one of the best places to work in the United States by the Great Place to Work Institute.
Learn more about OC Tanner
Size
2,000 employees
Industry
Business Services
Founded
1927
* Ladders Estimates

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