Who Can Apply
- Candidates must be legally authorized to work in Canada
Job Description
Purpose
Lead the strategic development, growth, and management of Private Operator and Channel Partner relationships across North America. This role is responsible for driving revenue, expanding market presence, and building long-term value through key partnerships in gated off-street and commercial parking ecosystems, including PARCS and adjacent technologies.
Responsibilities
Own and execute the strategy for Private Operator partners across North America
Develop and scale the Channel Partner program, including partner segmentation, value proposition, and engagement models
Drive pipeline growth through partners, identifying and activating new revenue opportunities
Build and maintain senior-level relationships with key Private Operators and strategic partners
Lead business development efforts within the partner ecosystem, including sourcing, negotiating, and closing enterprise-level deals
Collaborate with Sales and Account Management teams to align partner-driven opportunities with direct sales efforts
Oversee partner performance, including revenue contribution, pipeline development, and overall ROI
Design and implement partner programs, incentives, and joint go-to-market initiatives
Manage commercial agreements, contracts, and partnership frameworks
Work closely with Product and Marketing to align partner offerings with market needs and positioning
Represent the organization in industry forums, events, and partner engagements
Maintain deep understanding of the parking technology landscape, including PARCS, sensors, wayfinding, enforcement, and analytics
Provide input into strategic planning and vertical growth initiatives in collaboration with the Managing Director
Support complex deal structuring and participate directly in high-value negotiations
Track and report on partner pipeline, forecasting, and performance metrics
Identify gaps in the partner ecosystem and develop strategies to address them
We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.
Required Skills & Experience
Experience
7–10+ years in strategic sales, partnerships, or account management roles
Proven experience working with Private Operators and/or within the gated off-street/commercial parking industry
Track record of closing enterprise-level deals and building partner-driven revenue channels
Technical / Hard Skills
Strong commercial acumen with experience in contract negotiation and deal structuring
Understanding of parking technology ecosystems including PARCS and adjacent solutions
Experience managing pipelines, forecasting, and CRM tools
Ability to develop structured partner programs and GTM strategies
Role Specific
Strategic thinker with strong execution capability
Deep industry knowledge and established network within Private Operators and parking technology ecosystem
Ability to balance long-term partnership development with near-term revenue delivery
Communication
Clear, direct communicator with ability to influence senior stakeholders internally and externally
Strong negotiation and presentation skills
Problem Solving/Decision Making
Able to navigate complex deal structures and stakeholder environments
Makes data-informed decisions with a commercial mindset
Level of Ownership
High level of accountability for partner revenue and performance
Operates independently while aligning closely with leadership priorities
Level of Leadership
Leads through influence across Sales, Account Management, and Product teams
Acts as a subject matter expert within the organization on partner strategy and industry trends
Success in the role
Growth in partner-driven revenue and pipeline contribution
Expansion and quality of Private Operator and Channel Partner relationships
Successful execution of partner programs and GTM initiatives
Contribution to enterprise deal wins and strategic market positioning
Nice to Have Skills & Experience
15+ years of experience
Benefit packages for this role will start on the 1st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.