Business Development Director, Channel Partnerships

Role Overview

Business Development Director, Channel Partnerships (partner company) is seeking a strategic sales leader based in the United States to expand retail channel presence. You will own the full business development lifecycle, from identifying opportunities and engaging decision-makers through negotiation, agreement, and partnership launch.

Responsibilities

• Own end-to-end business development and enterprise sales cycle: prospecting, discovery, contract negotiation, signature, and implementation handoff
• Identify, engage, and close new retail partnerships while achieving/exceeding revenue targets and business development goals
• Create strategic account plans by mapping stakeholders, decision-makers, buying committees, and partnership opportunities
• Run discovery sessions to understand retailer objectives, challenges, and operational requirements; build tailored value propositions and ROI models
• Deliver executive-level presentations and proposals for VP and C-level audiences
• Lead commercial negotiations (contract terms, revenue structures, placement agreements, service expectations, and related business requirements)
• Drive outbound prospecting via calls, email outreach, professional networks, events, and strategic partnerships
• Coordinate with cross-functional teams (Legal, Marketing, Analytics, Account Management, Sales Operations) to ensure signed agreements are executed effectively
• Monitor retail market trends and competitive dynamics to generate and refine growth opportunities
• Maintain CRM pipeline management, forecasting, and reporting (visibility into sales performance, conversion metrics, and opportunities)
• Partner with analytics to evaluate locations, develop financial models, and strengthen business cases

Requirements

• 10+ years in business development, enterprise sales, or strategic partnerships with proven success selling into retail organizations
• Strong retail domain knowledge: retail operations, stakeholder structures, and decision-making processes across grocery, convenience, discount, and specialty retail
• Proven ability to achieve quotas and close significant partnership agreements
• Experience leading complex contract negotiations through final signature
• Ability to operate independently in a fast-paced environment

Nice-to-haves

• Not specified in the posting.