The Director, Sales Channel & Affiliates is a member of the FCC Partnership management team responsible for leading, mentoring and developing a high-performing profitable revenue producing team of professionals who execute a partnership strategy that aligns with the company's and customer units' business objectives. Includes partner identification and acquisition, relationship management, partner enablement, and driving profitable revenue growth. This role will interact with the VP Partnerships - FCC, key business unit executive team members, sales, marketing, product and customer success teams to ensure seamless execution of partnership activities.
Essential Duties and responsibilities
Develop and execute a comprehensive partnership strategy, including defining the vision, crafting implementation plans, negotiating agreements, and ensuring accountability for execution through new channels and collaborations.
Identify, evaluate, and secure new partnership opportunities with leading SaaS vendors, technology providers, and industry influencers to drive business growth.
Build, nurture, and sustain strong, long-term relationships with key partners, leveraging regular engagement and performance reviews to maximize mutual value.
Drive profitable revenue through partnership-led initiatives such as co-marketing campaigns, referral programs, joint ventures, and integration partnerships, while tracking ROI and optimizing strategies for maximum impact.
Explore, analyze, and capitalize on emerging market trends and opportunities to expand the company's reach, customer base, and competitive advantage.
Collaborate with internal stakeholders, including the Director of Partnership Operations, to ensure partners are equipped with the necessary tools, resources, enablement materials, and training for effective promotion and sales of the company's solutions.
Lead, mentor, and develop a high-performing, revenue-generating team, fostering a culture of innovation, accountability, excellence, and continuous talent development.
Ensure adequate resource capacity, tools, and capital allocation to deliver on strategic objectives, proactively identifying and addressing gaps as needed.
Establish, enforce, and continuously improve standard processes, success metrics, and performance benchmarks to ensure operational excellence and consistent results.
Effectively manage budget, compensation, and administrative functions for the professional team, aligning financial stewardship with organizational goals.
Develop and maintain a deep understanding of relevant products, solutions, and industry trends to inform strategic decisions and provide thought leadership within the division.
Champion cross-functional collaboration with sales, marketing, product, and customer success teams to ensure partnership initiatives are aligned with divisional and business unit objectives.
Monitor and report on partnership performance, providing actionable insights and recommendations to senior leadership for continuous improvement.
Education:
Bachelor's degree in Business, Marketing, or a related field; MBA or advanced degree from an accredited college or university preferred
Experience:
A minimum of 10 years of sales experience, with at least five years working in partner-oriented selling, in B2B environments
Technology-enabled lending, regulatory and investment compliance solutions, corporate services, and/or legal entity compliance solutions partner-oriented selling a plus
Proven track record of meeting and exceeding profitable revenue targets
Other Knowledge, Skills, Abilities or Certifications: (First list requirements, followed by preferences.)
Execute Strategy: Ability to operationalize concepts, communicate clearly, translate into action, and manage action plans that align with the company's vision and goals.
Deliver Results: Proven track record of profitably driving revenue growth and value through strategic partnerships
Leadership Abilities: Proven track record of embracing change; leading, inspiring, and developing high-performing teams, and demonstrating excellent leadership and interpersonal skills
Analytical Skills: Strong analytical and problem-solving skills, with the ability to interpret complex data and make data-driven decisions.
Communication Skills: Exceptional verbal and written communication skills, with the ability to effectively convey complex concepts to diverse audiences, and skillfully and plan-fully manage and communicate change.
Industry Knowledge: Deep understanding of the industry, market trends, and competitive landscape.
Adaptability: Flexibility to adapt to changing market conditions and business needs, with a proactive approach to problem-solving.
Collaboration: Build and maintain strong professional business relationships internally and externally; collaborate, prioritize, lead and execute in a matrixed organization; align Partnerships efforts with the strategic plans of the division and business units
Engagement: Build and maintain a culture of trust and respect, and empower employees
Acumen: Strong financial and business acumen capabilities
Travel Requirements:
Willing and able to travel up to 50% domestically and internationally as needed, including occasional overnight stays
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we're getting to know you-not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$137,900.00 - $246,350.00 USD
This role is eligible for Commission.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
At Wolters Kluwer, we excel at creating content solutions for use in a professional context in the fields of health, corporate services, finance, tax, accounting, law, regulation, and education. We are professionals serving professionals and are committed to delivering essential content, software, and services to help our customers make their most critical business decisions. Utilizing the latest in information technology, we ensure that our customers have the solutions they need, when they need them, and in the media best suited to their requirements. When we achieve this, we deliver on our goal of being the market leader in content in context.
Partners in Innovation
Wolters Kluwer professionals are continuously engaged in an ongoing exchange of expertise and ideas with our customers about their work. This partnership in innovation is at the heart of meeting our commitment to the lawyers, doctors, nurses, tax advisors, teachers, and business executives we serve. Knowledge of their professional workflows and the ability to apply emerging technologies to make them more efficient and productive are at the heart of this partnership.
Leading Positions and Brands
Strong market positions are very important to our business strategies at Wolters Kluwer, and we value the leading positions we hold in most of our markets. Across all of our markets, we own strong, enduring brands in North America such as Adis International, Aspen Publishers, Bankers Systems, CCH, ClineGuide, CT Corporation, Kluwer, Facts & Comparisons, IFI Claims, Lippincott Williams & Wilkins, Loislaw, Medi-Span, Ovid Technologiesand Skolar. These brands have promised and delivered high quality information for decades, and we are committed to continuing to do everything necessary to earn, retain, and expand leadership positions in our selected markets.