Vice President, Indirect Growth and Strategy

Who We Are:

Blanchard is the global leader in management training. For nearly 40 years, Blanchard has been creating the best managers in the world, training over 150,000 people each year. From the award-winning First-time Manager program-based on the best-selling business book, The New One Minute Manager, to SLII, the most widely taught leadership model in the world, Blanchard is the expert in management training across all levels of an organization and is the provider of choice by Fortune 500 companies as well as small to medium businesses, governments, and educational and nonprofit organizations.

Our headquarters is in Escondido, California with remote locations across the United States and the United Kingdom. We are a dog-friendly company that encourages our colleagues to establish a healthy work-life balance. Our company culture and values are critical to who we are and how we build connections with our colleagues and clients. Together we want to grow as a company and as individuals, as we look for authentic, diverse talent to join our team.

Position Summary:

The Vice President, Indirect Growth & Strategy is accountable for leading Blanchard's global indirect business. This role drives strategy, execution, and performance across both Global and Authorized Partner segments, with a focus on scalable systems, strategic acquisition, and revenue growth. The VP oversees a global team of Partner Growth Managers, support specialists, and operations staff, ensuring partners are empowered, enabled, and aligned to Blanchard's growth targets and cultural values.

Key Responsibilities:

Strategic Leadership

• Define and execute a comprehensive global indirect growth strategy to significantly increase direct revenue
• Set performance targets for each Authorized Partner tier (Bronze to Diamond) and minimum royalty model for Global Partners
• Lead the transition to a scalable, regionally managed structure across APAC, EMEA, and North America.

Partner Growth & Development

• Own tier progression across all partners and oversee initiatives to drive goal (included minimum royalty) attainment.
• Recruit, negotiate, and onboard new strategic Global and Authorized Partners.
• Develop and implement joint business plans with top-tier partners to drive growth.

Operational Oversight

• Supervise the operations and enablement infrastructure supporting partners (including eStore, contracting, translations, internal LMS).
• Partner with internal teams to ensure smooth onboarding, renewal, reporting, and compliance.
• Drive consistency in forecasting, pipeline reporting, and channel analytics.

Team Leadership

• Lead and develop a high-performing global partner team, including Regional Partner Growth Managers, development specialists, and support/enablement staff.
• Foster a culture of accountability, ownership, and results.
• Serve as coach and escalation point for regional PSMs and indirect business operations.

Cross-Functional Collaboration

• Partner with Marketing and Product to build co-branded GTM strategies.
• Collaborate with Client Services and Legal on delivery models and contracts.
• Coordinate with Finance to ensure commercial models are profitable and scalable.

Success Metrics:

• Year-over-year growth in indirect revenue.
• Royalty attainment and tier movement across partner segments.
• Partner satisfaction and retention.
• Number and quality of new partner acquisitions.
• Team performance and leadership pipeline development.

Qualifications:

• 10+ years of progressive sales or business development leadership, with 5+ years in indirect/channel sales.
• Global experience managing diverse partner ecosystems across multiple regions.
• Proven success in partner acquisition, onboarding, and revenue growth.
• Deep understanding of channel economics, partner operations, and reseller strategy.
• Strong business acumen with fluency in pipeline forecasting and complex negotiations.
• Excellent communicator and cross-functional leader.
• Bachelor's degree required; MBA preferred.

Some of our perks include:

• Competitive salaries
• Medical, dental & vision plans
• Voluntary Life and AD&D
• Long Term Disability
• Unlimited Paid Flex Time
• Paid holidays & wellness days
• Hybrid & remote work options
• Schwab 401(K) plans
• Physical & Mental Health support programs
• Employer paid Norton LifeLock (identify theft protection)
• Blanchard leadership & training programs
• Career development opportunities

Blanchard is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

Learn more about the culture here at Blanchard: https://www.blanchard.com/about-us/culture