Fast Facts

The Partner and Channel Sales Director at BrainPOP will lead the development of a strategic partner ecosystem to drive revenue growth through collaboration with various partners, including resellers and curriculum providers.

Responsibilities: Key responsibilities include creating partnership strategies, managing partner performance, leading revenue growth initiatives, and developing go-to-market strategies in collaboration with internal teams.

Skills: Strong business development experience in EdTech, excellent negotiation skills, and the ability to analyze market opportunities and partner performance metrics are essential for this role.

Qualifications: A minimum of 8-10 years in channel sales or partnerships, preferably in EdTech, and familiarity with K-12 procurement processes and tools is preferred.

Location: Remote within approved states in the USA or hybrid from New York, NY, with 20-25% travel required for the role.

Compensation: Not provided by employer. Typical compensation ranges for this position are between $120,000 - $180,000.

About the Role

The Partner & Channel Sales Director is responsible for developing, expanding, and managing a high-performing ecosystem of strategic partners – including resellers, referral partners, curriculum providers, and technology alliances – to drive new leads and scalable net-new revenue growth for BrainPOP.

The person in this role will work closely with the CGO/CRO to define and optimize the partner and channel strategy; identify, engage, negotiate and secure channel partner agreements; create joint go-to-market motions, and continually engage partners to successfully position and sell BrainPOPs solutions. This individual will act as the primary architect of partner-enabled growth, ensuring alignment across Product, Marketing, Customer Success, and Revenue Ops.

This role may be based at our HQ in NYC, or remotely in the US. 20-25% travel required.

In This Role You Will

Partnership & Channel Strategy (15%)

• Develop a multi-year Partnership & Sales Channel Strategy aligned to ARR targets, segment priorities, and Product roadmap.
• Identify, evaluate, and onboard new strategic partners (e.g. VARs, SIS/LMS providers, curriculum publishers, selling consortia / aggregators, managed service providers, and consulting partners).
• Define partner tiers, benefits, incentives, MDFs (marketing development funding arrangements), lead-sharing frameworks, and performance metrics.
• Analyze TAM/SAM opportunities to determine which partnerships unlock the largest market access.

Revenue Growth & Partner Performance (25%)

• Own partner-sourced and partner-influenced revenue targets; forecast accurately and manage pipeline through Salesforce.
• Guide partners through positioning of BrainPOP’s solutions, competitive differentiation, ROI messaging, and procurement/contract requirements.
• Conduct quarterly business reviews (QBRs) to assess revenue contribution, co-selling motions, and enablement needs.
• Develop repeatable playbooks for onboarding, use-case packaging, implementation alignment, and upsell strategies.

Go-To-Market Collaboration (25%)

• Work closely with Marketing & Sales Enablement to develop co-branded campaigns, webinars, events, and field marketing activities with Partners.
• Partner with Sales to drive district-level and institutional co-sell activities, ensuring deals move through procurement, RFPs/ITBs, and budget cycles.
• Support state-level or consortium-level RFP submissions in partnership with content or technology collaborators.

Partner Enablement & Support (25%)

• Working in collaboration with Sales Enablement, develop Partner onboarding materials, certification programs, and sales/technical training.
• Create Partner Playbooks for use cases such as assessment analytics, progress monitoring, personalization, or success pathways.
• Maintain and optimize a Partner Asset Portal with assets – demos, pricing guides, compliance documentation, privacy/security materials, and competitive positioning.

Contracting, Compliance & Governance (10%)

• Negotiate partnership agreements, revenue-share structures, referral contracts, integration MOUs, and data-sharing terms ensuring FERPA/COPPA compliance.
• Maintain oversight of partner performance, adherence to brand guidelines, and ethical sales conduct within the education marketplace.
• Coordinate with CGO/CRO, Legal, Finance, and RevOps to ensure accurate reporting, invoicing, and deal-registration processes.

On Your Resume

• 8-10 years of business development, channel sales, or partnerships experience, preferably in EdTech, learning platforms, assessment systems, student success analytics, curriculum tech, or SIS/LMS ecosystems.
• Experience with major K-12 EdTech tools and platforms
• Demonstrated success building and scaling a channel or partnership ecosystem that delivers material revenue contribution.
• Strong understanding of K-12 procurement, RFP processes, budget cycles, Federal and state funding processes and constraints, and district technology decision-making, as well as with state agencies, and regional education service agencies (ESAs/BOCES).
• Ability to negotiate complex agreements and manage strategic cross-functional relationships.
• Excellent executive-level communication skills, with experience presenting to superintendents, CIOs, provosts, and partner C-suites.
• Strong analytical capabilities and experience managing pipeline, forecasting, and partner performance dashboards.

Location

The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.

We are able to employ remotely out of the following approved hiring states:

• Arizona
• California
• Connecticut
• Florida
• Georgia
• Illinois 
• Massachusetts
• Minnesota
• Missouri
• New Jersey
• New York
• North Carolina
• Ohio
• Oregon
• Pennsylvania
• Tennessee
• Texas

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