Channel Partnerships Director

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

📋 Description

• Develop and implement OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners.

• Establish OpenRouter's footprint on major cloud marketplaces, enhance listings, facilitate co-selling initiatives with hyperscaler sales teams, and drive private offers and marketplace transactions.

• Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers.

• Collaborate closely with partner sales teams and OpenRouter's Account Executives to pinpoint opportunities, assist in deal cycles, and secure partner-sourced business.

• Cultivate and sustain executive-level relationships with strategic partners, define joint objectives, lead Quarterly Business Reviews, and address conflicts.

• Construct partner tiering models, incentive frameworks, deal registration processes, and conflict resolution strategies.

• Collaborate with marketing to create joint campaigns, webinars, case studies, events, and content that highlight partner solutions.

⛳️ Requirements

• Over 7 years of experience in channel partnerships, alliances, or partner development within a B2B SaaS or infrastructure organization.

• Demonstrated success in establishing indirect sales programs from the ground up.

• Experience in hiring, developing, and managing partnership teams across various channel types (marketplaces, system integrators, distributors, resellers).

• Proven track record of generating revenue through cloud marketplaces and collaborating with hyperscaler partner teams (AWS, GCP, Azure).

• History of meeting substantial partner revenue targets (30%+ of company revenue via indirect channels).

• Executive presence with the capability to forge relationships at the C-level and manage QBRs.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Professional development opportunities