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Partner and Channel Sales Director

Remote USA or New York, NY (Hybrid)

For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom. 

The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.

About the Role

The Partner & Channel Sales Director is responsible for developing, expanding, and managing a high-performing ecosystem of strategic partners – including resellers, referral partners, curriculum providers, and technology alliances – to drive new leads and scalable net-new revenue growth for BrainPOP.

The person in this role will work closely with the CGO/CRO to define and optimize the partner and channel strategy; identify, engage, negotiate and secure channel partner agreements; create joint go-to-market motions, and continually engage partners to successfully position and sell BrainPOPs solutions. This individual will act as the primary architect of partner-enabled growth, ensuring alignment across Product, Marketing, Customer Success, and Revenue Ops.

This role may be based at our HQ in NYC, or remotely in the US. 20-25% travel required.

In This Role You Will

Partnership & Channel Strategy (15%)

  • Develop a multi-year Partnership & Sales Channel Strategy aligned to ARR targets, segment priorities, and Product roadmap.
  • Identify, evaluate, and onboard new strategic partners (e.g. VARs, SIS/LMS providers, curriculum publishers, selling consortia / aggregators, managed service providers, and consulting partners).
  • Define partner tiers, benefits, incentives, MDFs (marketing development funding arrangements), lead-sharing frameworks, and performance metrics.
  • Analyze TAM/SAM opportunities to determine which partnerships unlock the largest market access.

Revenue Growth & Partner Performance (25%)

  • Own partner-sourced and partner-influenced revenue targets; forecast accurately and manage pipeline through Salesforce.
  • Guide partners through positioning of BrainPOP’s solutions, competitive differentiation, ROI messaging, and procurement/contract requirements.
  • Conduct quarterly business reviews (QBRs) to assess revenue contribution, co-selling motions, and enablement needs.
  • Develop repeatable playbooks for onboarding, use-case packaging, implementation alignment, and upsell strategies.

Go-To-Market Collaboration (25%)

  • Work closely with Marketing & Sales Enablement to develop co-branded campaigns, webinars, events, and field marketing activities with Partners.
  • Partner with Sales to drive district-level and institutional co-sell activities, ensuring deals move through procurement, RFPs/ITBs, and budget cycles.
  • Support state-level or consortium-level RFP submissions in partnership with content or technology collaborators.

Partner Enablement & Support (25%)

  • Working in collaboration with Sales Enablement, develop Partner onboarding materials, certification programs, and sales/technical training.
  • Create Partner Playbooks for use cases such as assessment analytics, progress monitoring, personalization, or success pathways.
  • Maintain and optimize a Partner Asset Portal with assets – demos, pricing guides, compliance documentation, privacy/security materials, and competitive positioning.

Contracting, Compliance & Governance (10%)

  • Negotiate partnership agreements, revenue-share structures, referral contracts, integration MOUs, and data-sharing terms ensuring FERPA/COPPA compliance.
  • Maintain oversight of partner performance, adherence to brand guidelines, and ethical sales conduct within the education marketplace.
  • Coordinate with CGO/CRO, Legal, Finance, and RevOps to ensure accurate reporting, invoicing, and deal-registration processes.

On Your Resume

  • 8-10 years of business development, channel sales, or partnerships experience, preferably in EdTech, learning platforms, assessment systems, student success analytics, curriculum tech, or SIS/LMS ecosystems.
  • Experience with major K-12 EdTech tools and platforms
  • Demonstrated success building and scaling a channel or partnership ecosystem that delivers material revenue contribution.
  • Strong understanding of K-12 procurement, RFP processes, budget cycles, Federal and state funding processes and constraints, and district technology decision-making, as well as with state agencies, and regional education service agencies (ESAs/BOCES).
  • Ability to negotiate complex agreements and manage strategic cross-functional relationships.
  • Excellent executive-level communication skills, with experience presenting to superintendents, CIOs, provosts, and partner C-suites.
  • Strong analytical capabilities and experience managing pipeline, forecasting, and partner performance dashboards.

Location

The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.

We are able to employ remotely out of the following approved hiring states:

  • Arizona
  • California
  • Connecticut
  • Florida
  • Georgia
  • Illinois 
  • Massachusetts
  • Minnesota
  • Missouri
  • New Jersey
  • New York
  • North Carolina
  • Ohio
  • Oregon
  • Pennsylvania
  • Tennessee
  • Texas

#LI-Remote

We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. We have competitive pay bands for all other countries based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skill set, and balancing internal equity relative to peers at the company. Based on these factors, we expect most of the candidates offered roles at our company to fall healthily throughout the range. We recognize that the person we hire may be less experienced (or more senior) than this job description, as posted. If so, the updated salary range will be communicated to you as a candidate.

USA Pay Scale

$110,000 - $140,000 USD

Life at BrainPOP

At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth.  

Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives.

We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer.

NOTICE: We have become aware of various fraudulent websites and third parties impersonating our company and offering false job opportunities. These offers are not affiliated with BrainPOP and are considered part of an unlawful recruitment scam. To ensure your safety and protect your personal information we strongly recommend that you only apply for positions through the official BrainPOP website or BrainPOP's official LinkedIn page. If you receive any job offers or communications that do not originate from this page or our official e-mail domain brainpop.com, please treat them as suspicious and do not engage or provide any personal information. For any questions or to report suspicious activity, please contact us directly at legal@brainpop.com. While we have reported this general fraud to the authorities, you can report this fraud on your own behalf to the Federal Trade Commission (https://reportfraud.ftc.gov/) and the Federal Bureau of Investigation’ s Internet Crime Complaint Center (https://www.ic3.gov/).

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