Channel Co-Sell Director

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and implement a comprehensive strategy for channel enablement that aligns with partner and revenue objectives.

• Collaborate closely with the VP of Alliances, Partners & Channels to prioritize partner segments and marketplace initiatives.

• Act as a pivotal contributor to the success of cloud marketplaces (AWS, Azure, GCP), enabling partners to transact and grow within these ecosystems.

• Create enablement programs that facilitate co-sell readiness, marketplace listings, and execution of private offers.

• Analyze and operationalize the requirements necessary to unlock partner-driven and customer-committed cloud expenditure.

• Work alongside Alliances and GTM teams to boost pipeline and revenue through marketplace channels.

• Ensure partners can effectively communicate Netomi’s value proposition and perform within marketplace frameworks.

• Identify challenges in partner-led deals and address them systematically.

• Develop scalable enablement resources such as playbooks, pitch decks, demo scripts, and certification materials.

• Collaborate with Marketing, Partner Enablement, GTM, and Solutions Engineering to maintain consistency in messaging and materials.

• Assist partners in ongoing deals, especially those involving marketplace transactions and co-sell initiatives.

• Identify and address enablement gaps based on feedback from partners and the field.

• Collaborate with Sales and Solutions teams to ensure alignment in joint GTM execution.

• Define and monitor key enablement metrics (e.g., partner activation, certification rates, marketplace pipeline, sourced/influenced revenue).

• Evaluate the effectiveness of enablement programs and continuously refine them.

• Report on partner readiness and the impact on the marketplace to leadership.

⛳️ Requirements

• 5–8+ years of experience in enablement, partner programs, or alliances roles within the B2B SaaS sector.

• Direct experience with cloud marketplaces (AWS, Azure, GCP) and partner ecosystem dynamics.

• In-depth understanding of co-sell frameworks, private offers, and the dynamics of committed cloud spending.

• Experience working with System Integrators (SIs), resellers, and/or technology partners.

• Demonstrated ability to create and scale enablement programs linked to revenue generation.

• Strong comprehension of enterprise sales cycles and partner-led GTM strategies.

• Exceptional communication, program management, and cross-functional collaboration abilities.

• A background in AI, SaaS, cloud, or customer experience technologies.

• Experience in a hyperscale, partner-led organization.

• Familiarity with partner portals, Learning Management Systems (LMS), and enablement tools.

• Experience in supporting global partner ecosystems.

🏝️ Benefits

• Take on a crucial role in scaling a high-impact partner and marketplace ecosystem at the cutting edge of AI innovation.

• Have a direct impact on pipeline and revenue through partner channels.

• Build and lead a strategic function from the ground up.