Unanet
  • Dulles, VA, USA
  • Full Time

Located in Dulles, VA, Unanet is a terrific company with "A" performers in a close-knit team who have built a fantastic product that is trusted by over 1,000 customers.

Unanet's software helps project-driven organizations reliably plan, track and manage projects, people and financials. Unanet provides budgeting & planning, resource scheduling & skills management, timesheets, expense reports, billing & revenue recognition, workforce collaboration, real-time project reporting and management dashboards, along with GL, AP, AR, Cost Pools, Income Statement, Balance Sheet, etc. Unanet is Cloud-Based or On-Premise. Further, all Unanet software development and support is based in the United States.

At Unanet you will work with colleagues who commit to the key goal of achieving customers' expected outcomes, have pride and passion in their work ethic, can depend on each other to make things happen, respect opinions and like to work hard, succeed, and have fun. We are proud to offer a competitive salary, health and life insurance benefits, and the potential for bonus and profit-sharing. 

Role Summary

The Director of Partner Success will be responsible for overseeing the daily activities of the Partner team and growing revenue from partner channels.  In addition, the Director will collaborate with internal teams to a) ensure partners are successful in selling, implementing, using and supporting Unanet, and b) ensure customers who are working with partners are achieving their desired outcomes with Unanet. The Director will collaborate with the EVP of Partner Success in guiding the enhancement and direction of the Partner program in concert with Unanet's strategic plan.

This full-time, exempt position is based out of our Dulles, VA office and will report to the EVP Revenue Acquisition, and Customer and Partner Success. Applicants must be authorized for non-sponsored employment in the US. 

Key Responsibilities

  • Meet or exceed the partner quarterly bookings targets
  • Assist EVP in establishing partner channel annual bookings budgets and additional metrics on partner acquisition by location, vertical, quotas, and other metrics with EVP
  • Assist Partner team in executing partner channel strategy per strategic objectives, budget and metrics
  • Lead Partner team in day-to-day operational activities and decisions
  • Strategize with EVP and team to drive new partner acquisition through prospecting campaigns, relationships, networking, industry events, customer introductions, leveraged partnerships (e.g., AICPA) and others
  • Continue to assess partner agreements and identify required enhancements to drive objectives and program success in the market
  • Work with Partner team to advance sales opportunities driven by Solution Provider Partners (SPPs) and Business Process Outsourcers (BPOs)
  • Lead Partner team in identifying new and nurturing existing Referral Partners to increase referrals for BD team
  • Support Partner team in ensuring that Certified Services Partners (CSPs) are assigned to implementations per Partner process and Professional Services team objectives, and provide superior implementation support to Unanet customers;
  • Work with Partner team to support and contribute to building partnerships with vendors of complementary solutions
  • Work with Partner team to assess and measure success of partner-led implementations (CSPs, SPPs and BPOs)
  • Engage with Business Development team to close deals from partner referrals
  • Collaborate with Business Development, Customer Solutions, Solutions Engineering, Strategic Accounts, and the PMO to share their best practices with partners
  • Drive and participate in marketing initiatives and partner communication across the partner ecosystem in collaboration with Unanet Marketing team
  • Engage Unanet Marketing team in supporting and hosting events with Partners including thought leadership webinars/seminars and developing collateral and enhancing website with collateral for partners.
  • Support and monitor the continued development and execution of the Partner Support Process (for Certified Services Partners - CSPs) and enhancement of the Partner Portal
  • Support processes and assist in defining agreements for acquiring and working with partners who provide software attendant to the Unanet solution to round out Unanet's "Whole Product" go-to-marketing strategy with team
  • Work with Partner team and Partners in ensuring retention for customers sold and implemented through SPPs and BPOs
  • Strengthen relationships with key partners through regular meetings, social outings, periodic account reviews, partner events, etc.
  • Continue to assess and improve internal team processes and collaborate with Operations Design on cross functional processes with Partner team

Job Requirements/Required Skills

  • 12+ years of industry experience
  • 5+ years experience with partner channel management
  • 5+ years experience selling ERP solutions
  • Experience leading a team
  • Strong knowledge of Unanet functionality
  • Understanding and/or hands-on knowledge of government contracting accounting and industry
  • Experience with selling, implementing and/or using financial systems such as Deltek, JAMIS, Quickbooks, etc.
  • Must be willing to travel for Lunch and Learns, corporate events, and sales calls
  • Demonstrated skill at understanding, collaborating and gaining consensus in environment with multiple stakeholders
  • Strong collaborative team player with a self-motivated, can-do attitude
  • Excellent, dynamic written and oral communication skills including active listening
  • Bachelors degree is required

Cultural and Position Fit You are:

  • Extraordinary at building authentic, long-term relationships while also outgoing and effective at networking to engage prospective customers and partners and evangelize the Unanet message
  • Motivated and driven by the success of the team, including both Unanet and Partners
  • Comfortable multi-tasking and filling multiple roles, as is typical in a growing business
  • Consistently achieving and growing professionally, as demonstrated by past results
  • Consistently recognized for your positive outlook and approach to solving problems collaboratively
  • Able to see the forest and the trees and can think both strategically and tactically to meet objectives
  • Excellent at presenting information both virtually (GoToMeeting) and in person

Unanet is proud to be an Equal Opportunity Employer. Applicants will be considered for positions without regard to race, religion, sex, national origin, age, disability, veteran status or any other consideration made unlawful by applicable federal, state or local laws.

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