Impact Profile
To meet the basic qualifications for this role you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.While sales or account management experience can be helpful, a strong candidate could come from a variety of backgrounds. Regardless of your background, you'll need a proven ability to execute strategy and drive results. To be a good fit you also should have:
- Solid experience working in or selling to talent management/human capital, preferably in recruitment
- A hunter-style approach to identifying and pursuing new business, along with the nurturing skills of an account manager
- A demonstrated ability to manage projects, pipelines and/or programs Quick question for you - click here
- Exceptional networking skills
- Strong technical savvy and a high degree of comfort with technology
- A bachelor's degree
- Experience managing channel partner programs is a plus
- The ability to influence and motivate others
- Creative problem solving skills and a solutions orientation
- Strong organization skills
- Polished and professional oral and written communication skills
Role Insight
For the past 12 years we have run a successful Channel Partner Program that has proven very lucrative -- in spite of the fact that it only gets a small portion of our attention. You'll give it the attention it deserves . . . a little water and TLC and you'll soon be tending an orchard of channel partners.While we don't want to give away competitive intel, we do have a number of ideas on how you might grow this program. It's no secret that organizations providing services auxiliary to recruitment are prime targets, but they are not the only ones. Essentially, anyone whose network might include companies needing best-in-class recruitment services is a target. And each avenue you go down will have a dozen side streets. In an era of networking, this is a truly exponential play.
Reporting to our Chief Growth Officer, you'll do the research and market assessment to identify how and where to go first, whether you want to target 25 companies of a single kind or zero in on high potential partners across multiple industries. Quick question for you - click here You'll be able to offer a variety of revenue-sharing arrangements, but the key is that, instead of selling a service, you'll be offering a tangible opportunity to earn revenue.
A sampling of prospective channel partner profiles:
- Individuals who want to earn a percentage of all business they send our way
- Companies interested in a strategic alliance that nets them a percentage of all business they send our way
- Companies that want to pass the savings on to their own partners or clients ("If you use this vetted recruitment vendor you'll save X%")
- Companies that want to donate their channel partner bonus to a particular charity
- And others
And being a channel partner is easy. All they have to do is make the introduction, and DT's business development team will take it from there.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
More Good Reasons
A big bang waiting to happen -- our theory is that whether you prefer greenfield or blue ocean, there's a lot of it here. We have one or two existing channel partners in each of about 12 different avenues, but we easily could have 20 in each. We're confident that you can score some early victories, get strong traction, and take off from there. Your impact will be easy to measure and the potential for growth is not limited.Autonomy and resources -- in a way you'll run this program as a company-within-a-company and, as long as you are delivering results, we'll give you the leeway you need to thrive. At the same time, we'll provide infrastructure and tools, a library of case studies, established SEO and SEM platforms, the full support of two expert rainmakers (our Chief Executive Officer and Chief Growth Officer), and more.
Vibrant, innovative business model -- Decision Toolbox has been challenging the status quo in recruitment since 1992. Today we boast robust technology, a mature creative team, and a compelling track record. Just as importantly, our focus is not on getting a lot of easy money out of our clients, but on building long-term, mutually beneficial partnerships. We've been delivering RPO since before it was an acronym, and we're recognized as a thought leader by organizations such as SHRM, PIHRA, and the NHRA.
Proof in the pudding -- it won't be hard to turn your prospects into fans of DT. We're thriving, with a nationwide list of clients in just about every industry vertical, including smaller startups as well as major names like Makita USA, Kawasaki Motors and BASF. We've administered over 15,000 client satisfaction surveys over the years, and our median score is 94%. We're confident enough in the quality of our processes that we offer a 12-month candidate warranty, unrivaled in the industry. In 2010 we doubled in size without a sales force because more than 95% of our revenue is repeat business.
Virtual is its own reward -- everyone at DT is virtual and everyone loves it. When our CEO meets with a client, she calls it a "mascara day." Otherwise it's come as you are. In addition to being unrestrained by geography and time, in the virtual model we are able to:
- Be productive and flexible.
- Work with diverse cultures, geographies, backgrounds, etc.
- Learn new technologies AND we provide input on improving those technologies.
- Collaborate with inter-organizational teams.
- Participate in the direction of the company and in decisions.
- Mentor and be mentored.
- Continuously develop our professional skills.
- Learn best practices from best in class people.
- Work for an incredibly ethical, compassionate, caring company.
- Share knowledge using a variety of technologies.
- Health, dental and life insurance to all employees. Decision Toolbox contributes a portion for full-time employees (30+ hours per week is considered full-time).
- Paid time off (PTO); if you're classified as full time, you will be eligible for five days of PTO.
- Participation in our 401(k) plan, including employer contribution.
- A flexible spending account (FSA) program.
Keys to Success
The DT Channel Partner Program is very dependent on relationships. Marketing will help, but at the end of the day it will come down to the trust and enthusiasm you create in one-on-one interactions. Some channel partners (CPs) will come on board quickly, and others will take their time. Frankly, you'll have to kiss a few frogs before you find the princes. We believe the secret is not to sell, but to share DT with prospective CPs -- once they understand what we do and how we do it, they'll be ready. Add to that the forehead-slapper: their network is an untapped revenue stream and all it will take to tap it is a couple of phone calls.Once a CP is in the fold, you'll need to assume the role of shepherd, reaching out to them regularly to remind them of the potential to earn revenue. A great time to do this is when we issue a check for their last referral! But you'll also want to keep your network up-to-date on DT and the recruiting landscape. And, of course, each CP is a networking node to find new ones.
While this is a hands-on role focused on execution, you also should have the business savvy and sophistication to think of different angles, the various options that might be attractive to each potential CP. You should be an expert networker and have a knack for both cultivating and screening markets -- what is the overall potential in the HR consultant market, for example, and which consultants are most likely to be a good fit with DT?
Working virtually isn't for everybody. With independence and flexibility comes responsibility. Frankly, we are picky about bringing on people who are tenacious, resourceful, highly motivated independent thinkers who regularly go "above and beyond" the call of duty. Those who succeed at DT have a strong sense of ownership and are exceptional time managers and multi-taskers, able to juggle multiple projects, in varying stages of completion, to favorable results on a daily basis.
About Decision Toolbox
At Decision Toolbox, almost everything about our approach to recruitment is unique, from our tools to our low cost pricing model to our relationships with our clients. Some companies enlist our help for the occasional overflow or difficult-to-fill opening. Others use us as their extended recruiting department on an ongoing basis. In any case, we are not about simply filling positions; rather, we become our client's recruitment partner, and work proactively to drive down costs, identify and solve business problems, and increase retention. Each project concludes with a Hiring Manager satisfaction survey, in which our performance is rated on 11 fronts. This gives us a basis on which to continually improve our service. Since 2000, our cumulative satisfaction score is 94.2%, and repeat business represents over 95% of our revenue.Our process is known as "Recruitment Engineering", and we are not only the industry pioneers in this space, but we are also recognized as the industry experts.
We've been fine-tuning Recruitment Engineering since our founding in 1992; however, the common thread that remains is our commitment to "doing the right thing" for our clients. We have established and maintained a reputation for fair and honest business practices within our industry. Because of our unique model, our recruiters (particularly those from contingency and/or agency backgrounds) are often surprised by the level of partnership they share with their hiring managers, and the empowerment they have to act as an expert recruitment "consultant" on every project.
Even in a virtual model, DT has nurtured a remarkable corporate culture that is entrepreneurial, high-energy, success oriented and fun. Our people all have a high degree of professionalism, led by a progressive management team. Our CEO, Kim Shepherd, is a well-respected speaker and presenter, and recently published her insights on leadership success in The Bite Me School of Management: Taking a Bite out of Conventional Thinking. The title alone gives you an inkling of our culture!