VP, Channel Sales & Partnerships

We're seeking a VP, Channel Sales & Partnerships to join our team. You'll report to our Chief Revenue Officer, lead our National Partnerships and Territory Sales teams, and own the strategy behind our indirect business, which is a major growth opportunity for Bevi. That business includes our national partnerships with leading foodservice, facilities management, and office coffee service (OCS) providers, our independent distribution partners, and our office supply partners. It also includes a Territory Sales team that grows those partnerships branch by branch across the country. This is a chance to shape the strategy, structure, and team behind that growth, and turn it into consistent, predictable results.

Your Day to Day:

Set the strategy for indirect growth

• Own Bevi's indirect sales and partner portfolio (facilities management, and OCS partners, independent distributors, and office supply partners), driving consistent, predictable growth in revenue and machine bookings
• Set direction and priorities across partner types and regions, and build the frameworks and repeatable playbooks for growing with existing partners and expanding into new accounts, partner types, and markets
• Lead the expansion of our partner business internationally, starting with the UK and Ireland
• Serve as Bevi leadership's strategic advisor on indirect sales and partnerships, helping shape our broader go-to-market strategy

Grow and manage our most important partners

• Serve as executive sponsor for our most strategic partners, alongside the National Partnership Managers who own them day to day, with a focus on partner satisfaction and long-term retention
• Lead negotiations on pricing, rebates, and contract terms, and hold the team and partners to commitments, service levels, and KPIs through regular business reviews

Build and lead the team

• Lead the National Partnership Managers (partner strategy, joint business plans, agreements) and the Territory Managers (turning national plans into branch-level pipeline, bookings, and placements)
• Hire, coach, and develop a high-performing team and leadership bench, keeping top performers engaged, addressing underperformance quickly and directly, and leading the team through a period of significant growth and change

Run the business

• Own the forecast and annual operating plan for indirect sales, including revenue, headcount, and budget, in partnership with Finance, and deliver forecasts leadership can count on
• Build the operating rhythm (pipeline management, CRM discipline, performance reporting) so the team knows what's working and course-corrects early, and partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans

Connect partners to the rest of Bevi

• Set clear rules of engagement with Bevi's other sales teams so shared accounts get one consistent experience
• Bring partner and field insights to Product, Operations, and Marketing to shape the roadmap, service, and go-to-market programs

What You Bring:

• A proven track record of defining a growth strategy and leading teams to deliver consistent, predictable partner revenue growth at both the national and branch level
• 12+ years of experience in channel, foodservice, or OCS sales, with 5+ years leading teams that grew a channel or partner business at scale
• Experience leading and scaling both partnership teams and field or territory sales teams in a high-growth environment
• 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

How You Work:

• You're a first-principles thinker who doesn't just apply frameworks, but builds them to solve problems, define strategy, and move Bevi's go-to-market forward
• You're data-driven and analytically minded, with a strong track record of forecast accuracy and pipeline management, and the discipline to course-correct early
• You move fast and bring clarity to ambiguity, building structure where it doesn't exist yet
• You run the business like a GM, working across sales teams and functions so partners and customers get one consistent experience
• You hire and develop strong leaders, coach instead of taking the problem back, and build high-performing, accountable, collaborative teams
• You're direct and candid, with strong executive presence and the confidence to say the hard thing respectfully, including to partner executives and our leadership team

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