VP, Strategic Partnerships
Company Overview | Compeat offers the most comprehensive and integrated accounting, back office, workforce and intelligence portfolio in the industry. We serve over 1,500 customers who are using the software in over 15,000 restaurant locations. Customers include both independent restaurants and restaurant chains with sales ranging from $1 million to over $400 million annually. All of Compeat's solutions are web-enabled and cloud-based. Compeat is growing rapidly. In April 2015, the Company was acquired by Serent Capital, a San Francisco-based private equity firm to accelerate the company's growth. In July 2016, Compeat acquired Ctuit – one of the industry’s other market leaders. This more than doubled the size of the combined organization. Compeat is headquartered in Austin, TX with offices in Houston, TX and Petaluma, CA. |
Position Title | VP, Strategic Partnerships |
Location | Austin, TX |
Compensation | A healthy compensation package will include a competitive base salary, incentive plan, and equity participation. |
Purpose and Role | The newly created position of VP, Strategic Partnerships will be responsible for growing and managing Compeat's partners. The partners recommend our products, resell our products, and provide their products to complement our portfolio. Our Referral/Reseller program is our largest partnership opportunity. In this program, we work with firms that provide management services, primarily accounting, to restaurant companies. These firms recommend our products to their clients to help them provide their services. We provide specific software tools to help them efficiently provide their services and monitor performance. We typically have long, exclusive relationships with these firms. The opportunity to expand this program is massive. We believe there are more than 400 potential Referral/Resellers in the U.S. Today we serve less than 20. Our solution partners provide products to complement our products. We typically receive a portion of the purchase price to sell, market, and/or support these products for our customers. There is a lot of opportunity to expand this program because our customers often look to us to provide an even more complete solution. The VP Strategic Partnerships will play a key role in understanding all of the complementary and competitive suppliers in our market. S/He will work closely with our VP Product to help understand our products and positioning to identify opportunities including potential acquisitions. |
Position Charter | Responsibilities of this position include, but are not limited to:
|
Personal Characteristics | A relationship driven and sales-oriented entrepreneurial leader with analytical DNA. The candidate will have demonstrated experience growing reseller and other partnership programs. S/He has experience in a growth company known for excellent employee satisfaction and work environment; and will possess the following skills and attributes: · Channel Sales Skills. A proven track record of recruiting channel partners and achieving high growth sell-through in a B2B, preferably SaaS, environment. · Communication Skills. An outstanding ability to synthesize and communicate, both in oral and written forms. · Concern for Quality Service. A sense of personal pride and attention to detail in providing service and counsel to the leadership and employees of our partners. Views oneself as a business leader · Desire for Knowledge. A strong desire to know more about the business, its people, and issues. Asks a series of probing questions to get to the root of a situation or problem. · Achievement Orientation. Competes against the standard of excellence. Makes decisions, sets priorities and focus on most significant opportunities that company can execute on successfully. · Teamwork and Collaboration. Natural instinct and ability to work collaboratively with others and to build collaborative teams and prevent silos. · Partnering, yet Direct and Straightforward Style. Ability to discuss complex partner issues frankly and deal with them straightforwardly. Confronts others openly and tactfully about talent and business issues. Clearly articulates the needs and aspirations of the company. · Persuasiveness. Ability to argue logically, rationally, and convincingly. Utilizes interpersonal skills to influence desired outcomes and minimizes negative impacts. · High Integrity. A person of integrity to whom ethics are at the center of all that is important. · Relationship Builder. Ability to build enduring relationships with bookkeeping, finance, and accounting firms. · Analytical DNA. Ability to craft analyses required to generate business tactics and strategies and gain agreement across many different constituents of cross functional leadership. |
Qualifications / Requirements | · The successful candidate will have a track record of success in recruiting partners and helping them become productive. · 5+ years of success in B2B software channel management. · Experience in working with technical teams to assess integration work and project management to ensure new partner projects are executed. · Familiarity with B2B software, preferably accounting, inventory, and labor management solutions. Familiarity with the restaurant industry is a plus. · Demonstrated success in negotiating contracts, reviewing and completing contractual agreements · Proven, successful entrepreneurial spirit |