Job description
Company Description
Experian is a global data and technology company, powering opportunities for people and businesses around the world. We help to redefine lending practices, uncover and prevent fraud, simplify healthcare, create marketing solutions, and gain deeper insights into the automotive market, all using our unique combination of data, analytics and software. We also assist millions of people to work towards their financial goals and help them save time and money.
We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more industry segments.
We invest in people and new advanced technologies to unlock the power of data. As a FTSE 100 Index company listed on the London Stock Exchange (EXPN), we have a team of 22,500 people across 32 countries. Our corporate headquarters are in Dublin, Ireland. Learn more at experianplc.com.
Job Description
The Senior Director of Resellers develops and executes Experian Employer Services’ (EES) reseller strategy, driving reseller-led revenue growth, and optimizing partner enablement, sales execution, and operational understanding. You will lead a team of Reseller Development Executives (RDEs) and Partner Relationship Managers (PRMs), ensuring a structured and scalable approach to reseller success and revenue acceleration.
The Senior Director will collaborate with Sales, Marketing, Finance, and Product teams to refine reseller engagement models, improve pricing strategies, and enhance co-selling opportunities. You will be both a strategic architect and revenue driver, ensuring EES’s reseller ecosystem expands market reach, accelerates deal velocity, and strengthens partner-driven sales motions. You will report to the Vice President, Alliances and Resellers.
Responsibilities:
Reseller Strategy & Market Expansion
- Execute a scalable reseller growth strategy, ensuring alignment with EES’s revenue and market expansion goals.
- Identify new reseller opportunities, develop structured engagement models to drive new market reach and customer acquisition.
- Establish and refine joint go-to-market (GTM) strategies, ensuring resellers have the tools, resources, and alignment needed for successful deal execution.
- Oversee reseller segmentation, tiering strategies, and performance metrics, ensuring strategic focus on high-value reseller partnerships.
Revenue Growth and Sales Acceleration
- Manage reseller-led revenue performance, ensuring pipeline development, accurate forecasting, and deal velocity tracking.
- Work with Reseller Development Executives (RDEs) to improve deal execution, pricing strategies, and co-selling motions.
- Partner with Sales and Marketing teams to launch reseller-specific demand generation campaigns, increasing partner-driven deal flow.
- Implement structured enablement programs, ensuring reseller sales teams are fully trained, equipped, and engaged in Experian’s solutions.
- Define reseller compensation models, revenue-sharing structures, and pricing frameworks to maximize partner-driven revenue growth.
Executive Reseller Engagement & Collaboration
- Develop executive-level relationships with reseller leadership, ensuring alignment on business growth programs and revenue targets.
- Be the primary liaison between EES and reseller organizations, driving operational efficiency and strategic alignment.
- Work with Finance and Legal teams to improve reseller contracts, pricing structures, and revenue-sharing agreements.
- Collaborate with Product teams to enhance reseller offerings and integration opportunities, ensuring long-term reseller engagement.
Team Leadership & Performance Optimization
- Lead a team of Reseller Development Executives (RDEs) and Partner Relationship Managers (PRMs), providing strategic direction and coaching.
- Establish reseller performance indicators, ensuring accountability, revenue impact, and operational efficiency.
- Conduct Quarterly Business Reviews (QBRs) with resellers and team members to assess performance, improve sales execution, and refine growth strategies.
- Develop a multi-year-reseller expansion roadmap, ensuring predictable and scalable revenue growth through reseller-driven sales motions.
Competitive Positioning & Market Intelligence
- Monitor reseller market trends, competitor strategies, and emerging reseller business models.
- Use market insights to refine pricing strategies, sales plays, and reseller compensation models.
- Identify opportunities in the reseller landscape, ensuring EES capitalizes on expanding market potential.
The Senior Director of Resellers works with:
- Reseller Development Executives (RDEs) → To accelerate reseller-driven pipeline growth, improve sales execution, and lead revenue expansion.
- Partner Relationship Managers (PRMs) → To manage reseller relationships and enhance engagement strategies.
- Sales & Marketing Teams → To implement reseller demand generation programs and joint GTM strategies.
- Product & Finance Teams → To refine reseller offerings, revenue-sharing structures, and profitability models.
Qualifications
- 10+ years of experience in reseller sales, channel development, or strategic partnerships within B2B SaaS, HCM, Payroll, or enterprise technology.
- Experience driving year-over-year revenue growth through reseller partnerships.
- Experience managing executive-level reseller relationships and leading co-selling programs.
- Experience in negotiations, contract management, and strategic planning.
- Experience managing reseller sales teams.
- Proficiency in Salesforce, Smartsheet, and partner relationship management tools.
Additional Information
Perks
- You begin accruing 4 weeks of vacation per year starting on your first day
- 401K with a 4% company match with immediate vesting.
- Comprehensive health, dental, and vision plans.
- 5 sick days each calendar year.
- 12 paid company holidays and 2 paid volunteer days.
Our uniqueness is that we celebrate yours. Experian’s culture and people are important differentiators. We take our people agenda very seriously and focus on what matters; DEI, work/life balance, development, authenticity, collaboration, wellness, reward & recognition, volunteering… the list goes on. Experian’s people first approach is award-winning; World’s Best Workplaces™ 2024 (Fortune Top 25), Great Place To Work™ in 24 countries, and Glassdoor Best Places to Work 2024 to name a few. Check out Experian Life on social or our Careers Site to understand why.
Experian is proud to be an Equal Opportunity and Affirmative Action employer. Innovation is an important part of Experian’s DNA and practices, and our diverse workforce drives our success. Everyone can succeed at Experian and bring their whole self to work, irrespective of their gender, ethnicity, religion, color, sexuality, physical ability or age. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.
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