Director, Partnerships

CARET brings the latest in technology and automation to over 10,000 legal and accounting firms, empowering highly skilled professionals to refocus their expertise on what truly matters. CARET harnesses powerful and secure practice management, document automation, and payment processing to take firms, professionals, and their clients further. 

Our team-defined values guide how we show up for each other, for our partners, and for our customers: 

• We succeed together. 
• We embrace progress. 
• We care big. 
• We create space.

About the Role: 

The Director is the face of CARET Legal to our partner and at the core of their experience, aligning with sales, marketing, and customer operations to ensure success of this critical revenue channel and its customers.  Our partners are highly respected experts in the Legal Practice Management domain.  They provide value-added services such as technology assessments, software recommendations, change management, and training to law firms we jointly serve.  In this role, you will be responsible for growing the relationships with our partners that drive commercial success for both our partners and CARET Legal.  This is mid level individual contributor role reporting directly to the VP, Sales. 

Requirements

• 6+ years in SaaS with 3+ years experience working with channel/reseller/ alliance partners, or system integrators 

• Proven track record growing selling channel partnerships to build pipeline and revenue 

• Strong understanding of developing selling partners that are small businesses with various business models  

• Strong understanding of small businesses 

• Proven experience in a similar role at the Director level 

• Customer account management experience a plus but not required 

• Excellent communication and leadership skills. 

Responsibilities:

• Relationship Management:  

• Build and grow relationships with partners, measured by increased Partner pipeline and increased Partner earnings from value-added services our partners can monetize on CARET Legal offerings.  
• Build & nurture relationships with the American Bar Association, including its local chapters.

• Engage Senior and Executive Leaders for strategic connections with Partners that mutually benefit all parties. 

• Maintain business as usual and executive reviews like QBRs and EBRs. 

• Drive engagement with CARET Legal events like CARET Camp.  

• Business Development and Account Planning: In collaboration with VP Partner Sales, seed new business revenue through partner led activities. 

• Own Partner Account Plans  

• Focus on business development to drive Partner Qualified Leads to CARET Legal and referrals back to our partners for value added consulting services.  

• Drive accountability through enablement and forecasting to Business Development commitments.  

• Lead cross-functional teams to execute plans. 

• GTM Execution: In collaboration with Partner Marketing and Partner Sales / Sales Enablement, drive Partner referral predictable, reliable pipeline growth. 

• Develop and execute custom co-marketing strategies for selected partners and program-wide strategies for product launches, events, conferences, etc.  

• Measure pipeline, Partner ARR bookings and other KPI attainment, iterate and operationalize successful marketing programs.   

• With Sales enablement and Partner Sales, develop and deploy sales training to increase partners’ CARET Legal product and sales fluency.   

• Conduct virtual and in-person roadshows to evangelize the CARET Legal value proposition with our partners 

• Support Direct Referred business program to partners when internal professional services recommend outsourced software implementation 

• Product Enablement: In collaboration with the Director, Partner Experience, lead partners to mastery of CARET Legal technical training. 

• Enable partners to build monetizable value-added services on top of CARET Legal offerings like implementation, workflow development, analytics, and API integrations, plus relevant future product features.  

• Unlock referrals to our partners from our direct sales team for value added services so partners increase their CARET Legal attributable earnings. 

• External Advocacy: Champion our competitive advantages and experiences with Partners and their customers. Monitor and create opportunities to increase CARET Legal share of Partner wallet to increase CARET Legal value to our partners.   

• Internal Advocacy: Advocate for Partner experience with all cross functional teams at CARET Legal like Marketing, Product, Sales and Support. Demonstrate consistently high Partner sentiment and minimize escalations. 

Benefits

• Flexible PTO
• Summer Fridays
• No meeting Fridays
• Medical, Dental, Paid Sick Days, Vision, and Supplemental Coverage
• Flexible Spending Account
• Health Savings Account
• 401(k) match

Equal Employment Opportunity: CARET is an Equal Opportunity, Affirmative Action Employer.

The compensation information below is provided in compliance with job posting disclosure requirements.

Pay range: $160,000 - $180,000 . Actual base pay will depend on varying circumstances, including the position, location, individual qualifications, market finances, and other operations business needs.

Depending on the position, compensation may also include commission, bonuses, etc. Potential for bonuses is based on company performance and potential for merit increases is based on performance.

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