Director of Channel Sales

Commercial Leaders are market integrators and growth catalysts—responsible for turning innovative products into sustainable business success. They align customer opportunity, commercial strategy, and product execution within the Commercial Services business unit, ensuring every solution achieves meaningful customer adoption and profitable growth.

Commercial Leaders partner closely with Product, Design, and Engineering to validate market viability, shape go-to-market strategies, and ensure commercial readiness for scaling. They also work hand-in-hand with Customer Success, Finance, and Operations to sustain performance through renewal, retention, and continuous improvement.

Success in this role means balancing ambition with accountability - building partnerships that drive growth, ensuring clarity around commercial decisions, and keeping Verra Mobility’s mission connected to customer and business results.

We are seeking a Channel Sales leader to join our Sales organization as the Director of Channel Sales. As the Director of Channel Sales, you will represent the needs of the Channel Partner for Verra Mobility and oversee Verra Mobility Channel Sales program, owning and managing relationships between Verra Mobility and channel landscape, and work closely on partner growth activities.  This role will primarily be focused on striking up new relationships and also optimizing growth within existing clients.  We are looking for someone who brings knowledge and experience with fleets, FMC, telematics, to drive new revenue growth opportunities and bring in best practices.

What You’ll Do

• Strategically direct Verra Mobilities Channel Sales program to identify, evaluate, recruit, and enable new Partners.
• Build strategic partnerships that accelerate growth.
• Evaluate the current effectiveness of channel sales strategies and create improvements aimed at volume lift and to align channel enablement programs with sales strategies.
• Establish key performance indicators (KPIs) to measure the effectiveness of channel enablement programs.
• Manage the pipeline and financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, etc.
• Regularly assess and report on the impact of enablement initiatives, making data-driven recommendations for improvement.
• Be the primary point of contact for key Partners in building and maintaining B2B relationships.
• Oversee the end-to-end sales process to attract and retain Partners.
• Research and identify new market opportunities.
• Execute new-Partner launch; supporting the implementation phase and work to build and maintain relationships from the onset of the launch through to a live operational program.
• Review and research challenges, exercise problem solving skills and offer ideas for improvement.
• Manage client deliverables; ensuring reports, information and updates are provided to manage client expectations.

 

• A Bachelor or University degree from a regionally accredited college/university required.
• Up to 50% travel
• A minimum of 8 years related work experience in Channel Sales and Partner development and account management, sales/marketing blended with experience in market research, marketing intelligence, business analysis or similar required.
• Strong business acumen and negotiating skills
• Proven track record growing Channel Partners sales with new clients while managing large partnerships required.
• Excellent communication and influencing skills
• Strong presentation skills
• Strong analytical, critical thinking and modeling skills
• Results oriented with a strong customer focus.
• Ability to develop and build strong relationships among internal and external customers.
• Ability to cope with changing and competing priorities effectively and to focus on the most important initiatives.
• Ability to thrive in a dynamic and time sensitive environment professionally and effectively.
• Ability to understand customer trends and provide feedback and information.
• Ability to prepare and effectively deliver internal and external presentations at all levels of an organization.
• Adept at synthesizing findings and identifying actions that will yield Partner upselling opportunities.
• Ability to create/maintain dashboards/reports for tracking performance and key business metrics.
• Ability to seek out trends and patterns across large sets of data from multiple sources.