Purpose

Lead the strategic development, growth, and management of Private Operator and Channel Partner relationships across North America. This role is responsible for driving revenue, expanding market presence, and building long-term value through key partnerships in gated off-street and commercial parking ecosystems, including PARCS and adjacent technologies.

Responsibilities

Own and execute the strategy for Private Operator partners across North America

Develop and scale the Channel Partner program, including partner segmentation, value proposition, and engagement models

Drive pipeline growth through partners, identifying and activating current revenue opportunities

Build and maintain senior-level relationships with key Private Operators and strategic partners

Lead business development efforts within the partner ecosystem, including sourcing, negotiating, and closing enterprise-level deals

Collaborate with Sales and Account Management teams to align partner-driven opportunities with direct sales efforts

Oversee partner performance, including revenue contribution, pipeline development, and overall ROI

Design and implement partner programs, incentives, and joint go-to-market initiatives

Manage commercial agreements, contracts, and partnership frameworks

Work closely with Product and Marketing to align partner offerings with market needs and positioning

Represent the organization in industry forums, events, and partner engagements

Maintain deep understanding of the parking technology landscape, including PARCS, sensors, wayfinding, enforcement, and analytics

Provide input into strategic planning and vertical growth initiatives in collaboration with the Managing Director





Support complex deal structuring and participate directly in high-value negotiations

Track and report on partner pipeline, forecasting, and performance metrics

Identify gaps in the partner ecosystem and develop strategies to address them

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances.

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Skills and Requirements

Experience

7-10+ years in strategic sales, partnerships, or account management roles

Proven experience working with Private Operators and/or within the gated off-street/commercial parking industry





Track record of closing enterprise-level deals and building partner-driven revenue channels

Technical / Hard Skills

Strong commercial acumen with experience in contract negotiation and deal structuring

Understanding of parking technology ecosystems including PARCS and adjacent solutions

Experience managing pipelines, forecasting, and CRM tools

Ability to develop structured partner programs and GTM strategies

Role Specific

Strategic thinker with strong execution capability

Deep industry knowledge and established network within Private Operators and parking technology ecosystem

Ability to balance long-term partnership development with near-term revenue delivery

Communication

Clear, direct communicator with ability to influence senior stakeholders internally and externally

Strong negotiation and presentation skills

Problem Solving/Decision Making

Able to navigate complex deal structures and stakeholder environments

Makes data-informed decisions with a commercial mindset

Level of Ownership

High level of accountability for partner revenue and performance

Operates independently while aligning closely with leadership priorities

Level of Leadership

Leads through influence across Sales, Account Management, and Product teams

Acts as a subject matter expert within the organization on partner strategy and industry trends

Success in the role

Growth in partner-driven revenue and pipeline contribution

Expansion and quality of Private Operator and Channel Partner relationships

Successful execution of partner programs and GTM initiatives

Contribution to enterprise deal wins and strategic market positioning 15+ years of experience

📌 Director of National Accounts and Channels (Vancouver)
🏢 Insight Global
📍 Vancouver