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 Skills and Requirements 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 15+ years of experience 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 To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: #J-18808-Ljbffr