Head of Channel Partnerships & Resellers
Description Rently is seeking a strategic, entrepreneurial, and results-driven Head of Channel Partnerships & Resellers to lead the growth of our indirect sales organization. This executive-level role owns the vision, strategy, and execution of Rently’s nationwide reseller and channel partner program. You will recruit, enable, and grow a network of value-added resellers, installation partners, and strategic technology partners while driving significant recurring SaaS revenue (ARR) and hardware sales across single-family rental (SFR), multifamily (MF), and build-to-rent (BTR) markets.
Core Responsibilities Channel Strategy & Program Development: Lead the strategy, evolution, and execution of Rently’s Channel Partner Program; develop scalable partner tiers, certification requirements, incentive structures, and performance standards. Partner Recruitment & Pipeline Building: Identify, recruit, and onboard high-performing reseller and strategic partners across SFR, Multifamily, and BTR markets; build joint business plans and long-term growth strategies.
Revenue Ownership & Financial Performance: Own channel revenue, profitability, gross margins, and overall program performance to achieve aggressive growth targets for ARR, hardware sales, and unit deployments. Partner Enablement & Training: Build world-class sales enablement resources, certification programs, technical training, and marketing collateral to ensure partners can successfully position and deploy Rently’s platform.
Operational Leadership & Governance: Establish scalable operational processes for partner onboarding, deal registration, deployment, billing, and ongoing support. Executive Relationship Management: Serve as executive sponsor for strategic reseller relationships, conducting quarterly business reviews (QBRs) and driving long-term growth initiatives. Process Improvement & Tasks as Assigned: Continuously identify process gaps, build internal documentation/SOPs, and complete strategic tasks assigned by executive management to advance company goals.
Role Boundaries & Interfaces Internal Interfaces: Executive Leadership, Product, Operations, Customer Success, Finance, Sales, and Engineering teams. External Interfaces: Value-added resellers, installation partners, strategic technology partners, and nationwide channel distribution networks. Decision-Making Authority: Independently define joint partner growth strategies, build partner enablement materials, design operational workflows, and execute daily partner recruitment and program management.
Escalation Points: Executive Leadership for partner pricing exceptions, major contract/commission approvals, strategic budget adjustments, and custom cross-functional initiatives. Success Metrics / KPIs Annual Recurring Revenue (ARR) Growth: Achievement of quarterly and annual channel revenue targets. Hardware Sales & Unit Deployments: Hitting hardware sales volume and total unit deployment milestones via indirect channels.
Partner Recruitment & Activation: Successful onboarding, certification, and first-deal activation of new high-performing resellers. Channel Expansion & Profitability: Overall gross margin, profitability, and expansion across target market segments (SFR, MF, BTR). Deal Registration & Pipeline Predictability: Building a predictable, healthy pipeline of registered channel opportunities.
Requirements Education / Degree: Bachelor’s degree in Business, Marketing, Finance, or a related field (or equivalent practical experience). Years & Type of Experience: 5–10+ years of experience leading Channel Partnerships, Business Development, or Partner Sales programs. Industry & Functional Skills: Demonstrated success building and scaling reseller/channel programs that combine hardware and SaaS solutions; strong understanding of recurring revenue models and channel economics.
Technical Proficiency: Hands-on CRM experience (preferably Salesforce); foundational kn