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Salary: USD 382,500 - 472,500 / annual
Bevi is seeking a VP, Channel Sales & Partnerships to lead the company's indirect sales business and drive growth through national partnerships and territory sales teams. Reporting to the Chief Revenue Officer, you will own strategy and execution across Bevi's partnerships with foodservice, facilities management, office coffee service (OCS) providers, independent distributors, and office supply partners, as well as the Territory Sales team that scales these partnerships branch by branch across the US, Canada, UK, and Ireland.
Key responsibilities include:
**Strategy & Growth**: Define and execute the indirect sales strategy to drive consistent, predictable revenue and machine booking growth. Set direction across partner types and regions, build repeatable playbooks for expanding with existing and new partners, and lead international expansion starting with the UK and Ireland. Serve as strategic advisor to leadership on indirect sales and broader go-to-market strategy.
**Partner Management**: Serve as executive sponsor for strategic partners, working alongside National Partnership Managers on day-to-day execution. Lead negotiations on pricing, rebates, and contract terms. Hold partners and teams accountable to commitments, service levels, and KPIs through regular business reviews.
**Team Leadership**: Build and lead the National Partnership Managers and Territory Managers teams. Hire, coach, and develop high-performing leaders. Address underperformance directly and lead the team through significant growth and organizational change.
**Business Operations**: Own the forecast and annual operating plan for indirect sales (revenue, headcount, budget) in partnership with Finance. Build operating rhythm including pipeline management, CRM discipline, and performance reporting. Partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans.
**Cross-functional Collaboration**: Set clear rules of engagement with other Bevi sales teams to ensure shared accounts receive consistent experience. Bring partner and field insights to Product, Operations, and Marketing to shape roadmap, service, and go-to-market programs.
Bevi is a venture-backed IoT beverage technology company that has raised over $160M, serves thousands of customers across multiple countries, and has saved over 1 billion bottles from waste. The company is in a period of hypergrowth with significant investment in new product development.
**Requirements:**
- 12+ years of experience in channel, foodservice, or OCS sales
- 5+ years leading teams that grew a channel or partner business at scale
- Proven track record of defining growth strategy and leading teams to deliver consistent, predictable partner revenue growth at national and branch levels
- Experience leading and scaling both partnership teams and field/territory sales teams in high-growth environments
- Deep experience working with global foodservice, facilities management, and OCS leaders
- Strong commercial acumen with hands-on experience in contract negotiation and pricing strategy
- International partnership experience, ideally expanding a channel business into new markets
- First-principles thinking and ability to build frameworks to solve problems
- Data-driven and analytically minded with strong forecast accuracy and pipeline management discipline
- Ability to move fast and bring clarity to ambiguity
- Experience running business like a GM across sales teams and functions
- Strong hiring and leadership development capabilities
- Direct, candid communication style with strong executive presence
