Channel Development Specialist

About this role

Fama is the innovator in online screening that makes hiring great people easy. Combining Fama’s groundbreaking AI technology and ability to integrate across the HR Tech stack, the solution compliantly searches over 10,000 online public sources to help companies avoid workplace misconduct, prevent costly legal action and ultimately, make better decisions. By modernizing candidate screening and due diligence, Fama helps organizations, agencies, and investors improve the quality of hires, make the most of each investment and build successful businesses.

Headquartered in Los Angeles, CA, Fama has raised over $30M and is backed by some of the world’s leading venture capitalists and institutional investors. We’re FCRA, EEOC, and SOC2 compliant, and integrate with major HRIS, ATS, and background check solutions. To learn more, visit Fama.io http://fama.io/.

Position Overview:

We are hiring a Channel Development Specialist to enhance our channel partner ecosystem, build relationships, drive enablement, and accelerate co-sell opportunities with our biggest reseller accounts. This is a real ownership role responsible for keeping our reseller partners engaged and providing direction and content that helps them create co-selling opportunities that turn relationships into activations.

As a point of contact for your assigned channel account sellers and account managers, you will educate them on our products, value propositions, pricing ,sales processes and provide the enabling tools they need to win in the market. You’ll coordinate peer-to-peer training ,building enablement materials, and assist partners with deal registration, pipeline development, and sales execution including outbound sales motions to end users, ensuring representatives are well-equipped to sell social media screening effectively. By keeping tools optimized to support these initiatives, you'll maximize both partner success and overall program impact.

WHAT YOU'LL DO

Relationship Development

- Build and maintain relationships with reps within our accounts

- Serve as front-line coach for pitch and product training for channel partner reps who've never sold social media screening, including specialized focus on their accounts & vertical types

- Identify where Fama fits in a rep's book and bring account lists to our demand gen team, serving as a feedback loop advisor, sharing objections, competitive intelligence, and market trends and strategy recommendations

- Qualify and respond quickly to inbound partner leads to support Fama's sales team.

- Contact end clients directly after warm introductions from channel reps to coordinate meetings with Fama’s sales team.

- Manage the CRM daily for new partners recruited and onboarded, partner-generated pipeline and revenue, and partner engagement and activity levels.

- Continuously increasing the activity level of partner representatives who engage with our team and actively sell Fama's service products.

Enablement Ownership

- Provide partner representatives with tailored scripts and one-pagers that are specific to their market.

- Create partner content that can be utilized across various target accounts and industries.

- Develop customized, account-level content aimed at end users to drive business. This includes email scripts, blurbs, short videos, case studies, testimonials from peers using our service, talk tracks, ROI information, and more.

- Identify and create assets that will enhance sales effectiveness for different stakeholders throughout the various stages of the end-customer buyer journey.

- Gather feedback from partner representatives regarding which materials are effective and what additional enablement resources they need to succeed. Assist in prioritizing these requests internally.

- Support partnership managers and new sales teams by sharing insights and learnings.

- Prioritize enablement initiatives based on the focus of partner and sales teams within specific verticals and accounts, ensuring that efforts can be leveraged across revenue teams.

- Scale enablement efforts to generate the necessary volume of support for our partners.

Demand Gen Support

- Own inbound and outbound partner engagement across email, LinkedIn, phone, and virtual meetings, in coordination with sales reps and partner teams

- Nurture pipeline and sales motions, in partnership with channel partner teams, to get end users educated and using social media screening

- Gain a clear understanding of how to utilize tools for effective co-sell mapping, involves identifying and leveraging shared customer accounts between partners to enhance collaboration and drive joint sales efforts.

- Collaborate directly with our Sr. Demand Generation Manager to provide Account-Based Marketing (ABM) support for partner accounts that we are targeting together.

- Analyze data to identify patterns and seek the next opportunities for pursuit.

WHO YOU ARE:

- Possesses 2 to 5 years of experience in channels, partnerships, sales, account management, sales or partner enablement, or as a Sales Development Representative (SDR) or Business Development Representative (BDR).

- A proactive, self-starter mentality executing on channel partner coaching, selling processes, outbound calls, and conducting virtual meetings with a polished, consultative approach

- Collaborative by nature, with the ability to work effectively within a matrixed, cross-functional team environment

- Organized, detail-oriented, and capable of managing outreach efforts across multiple relationships simultaneously

- Bonus: experience in HR tech, background screening, and investigations

The salary range for this position is: $65,000 - $70,000 annually. Compensation for this role will depend on various factors, including qualifications, specialized skills, budgetary considerations, labor market conditions and demand, and applicable laws. In addition to base compensation, this role can participate in our e

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