Business Development Director, Channel Partnerships – Contractor

This is a fully remote position, open to applicants in Arizona, +17 more states.

📋 Description

• Take ownership of Known’s global channel strategy involving cloud service providers, trust and identity platforms, global systems integrators, and key technology partners.

• Prioritize ecosystem opportunities that enhance distribution, adoption, implementation capacity, and revenue leverage for DNSid.

• Define roles for partners, establish business models, create incentives, and design engagement structures.

• Cultivate high-value strategic relationships with cloud service providers, trust providers, and other partners in the ecosystem.

• Foster executive alignment and develop joint business plans that promote integrations, customer adoption, pipeline growth, and commercial results.

• Create repeatable motions for sell-with, sell-through, build-with, and integrate-with partner strategies.

• Oversee the GSI strategy and lead the team responsible for implementation methodologies, reference architectures, enablement, and joint go-to-market strategies.

• Direct Customer Success efforts to transform early deployments into reference implementations and develop repeatable playbooks.

• Integrate DNSid into enterprise architectures, transformation initiatives, and industry-specific solutions.

• Act as the senior commercial lead for the partner ecosystem, aligning partner strategy with Product, Engineering, Marketing, and broader go-to-market objectives.

• Represent Known to senior partner executives and at strategic industry forums.

• Establish 10–15 strategic ecosystem partnerships and secure 5–8 active design partners within the first year.

• Negotiate initial enterprise commercial agreements and contribute to shaping the product roadmap through customer insights.

⛳️ Requirements

• 7–10 years of experience in strategic partnerships, business development, alliances, or ecosystem leadership within the enterprise technology sector.

• Proven success in building and scaling strategic partnerships across cloud services, enterprise technology, security, identity, trust, and/or global systems integrators.

• Demonstrated ability to develop emerging technologies and partnership models from inception to execution, including strategy, commercial frameworks, and operational mechanisms for scaling.

• Strong business and technical fluency across product, engineering, architecture, security, and engagement with executive stakeholders.

• Excellent commercial judgment with experience in structuring partnership economics, incentives, joint business plans, and complex strategic agreements.

• Capability to connect partner economics, technical integration, and customer value to create scalable partner offerings.

• Outstanding executive communication, negotiation, and relationship-building skills.

• Experience in leading teams and influencing across organizational boundaries.

• A strategic, AI-native operational approach with a focus on execution, measurable outcomes, and adaptability in fast-paced, ambiguous settings.

• Must have legal authorization to work in the US and possess all necessary permits, licenses, and authorizations to operate as a contractor.

🏝️ Benefits

• Sales incentive plan available upon conversion to full-time employment.

• Possibility of transitioning to full-time employment following an initial contractor engagement period.

• Committed to Equal Opportunity Employer policies and non-discrimination protections.