About Routeware, Inc.

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Our Mission:

• Transform waste collection to drive a better future for generations to come.

Our Values:

• Adaptability - The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation, supporting our customers to stay ahead.
• Mission-driven - At Routeware, it matters to us that our work has a lasting positive impact on our customers' outcomes, our fellow team members' well-being, and the long-term sustainability of our environment.
• Human-first - While technology drives our products; the real, live, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

POSITION OVERVIEW 

We are seeking an experienced and strategic Director of Partnerships and Channel Sales to build, manage, and grow Routeware’s ecosystem of partners and channel sales relationships. In this role, you will be responsible for creating and executing the partner sales strategy, driving revenue growth through indirect channels, and establishing strategic alliances that align with our company goals. 

The ideal candidate is a proven leader in partnership development and channel sales with a track record of building partner ecosystems that drive measurable revenue growth. You will collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to ensure partner success and Routeware’s continued market expansion. 

RESPONSIBILITIES 

Channel Strategy & Growth 

• Develop and execute the overall partner and channel sales strategy to expand Routeware’s reach and revenue. 

• Identify, onboard, and nurture relationships with value-added resellers (VARs), distributors, and technology partners. 

• Build joint go-to-market plans and partner enablement programs. 

Revenue & Performance Management 

• Drive channel sales performance and meet/exceed revenue targets through indirect sales channels. 

• Negotiate partner agreements, contracts, and pricing models to ensure profitability. 

• Monitor partner pipeline, forecast sales, and report performance metrics to leadership. 

Partnership Development 

• Cultivate strategic alliances with key industry players, technology companies, and complementary solution providers. 

• Identify co-marketing and co-selling opportunities to maximize partner-driven revenue. 

• Serve as the primary point of contact for key partner accounts. 

Cross-Functional Collaboration 

• Partner with Marketing to develop partner marketing campaigns, joint webinars, and demand generation activities. 

• Work with Product and Engineering to align partner offerings with Routeware’s technology roadmap. 

• Collaborate with Customer Success to ensure seamless partner-driven customer onboarding and support. 

QUALIFICATIONS 

• Bachelor’s degree in Business, Sales, Marketing, Finance, or related field (MBA preferred). 

• 8+ years of sales experience with at least 5 years in partnership and channel sales leadership roles. 

• Proven track record of building and scaling partner and channel ecosystems that generate revenue. 

• Strong negotiation, contract management, and strategic relationship-building skills. 

• Experience in SaaS, technology, or waste/recycling industry (preferred but not required). 

• Strong business acumen and strategic thinking. 

• Excellent communication, presentation, and interpersonal skills. 

• Data-driven with the ability to analyze and optimize partner performance. 

• Comfortable working in a fast-paced, high-growth environment. 

BENEFITS

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
• Paid parental leave
• Medical and Dependent FSA
• 401K match
• Unlimited PTO
• Ten company holidays
• 1 Volunteer day
• Summer Friday's
  
  Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.