Director, Channel & Field Marketing

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

📋 Description

• Take ownership of the North America partner and field marketing strategy, including the annual plan and budget.

• Lead and mentor channel marketing managers, field marketing managers, and contractors.

• Build and nurture relationships with strategic partners, such as TSDs, agents, resellers, and system integrators.

• Develop joint marketing initiatives that stimulate demand and generate additional revenue.

• Implement programs aimed at recovering and expanding the TSD pipeline, boosting partner-sourced pipeline, and recruiting new partners.

• Oversee the strategy and execution of significant North America industry tradeshows and conferences.

• Manage event selection, sponsorship negotiations, budget allocation, booth and meeting strategies, speaking opportunities, promotion, and follow-up.

• Establish event ROI goals and assess pipeline, bookings, and cost per opportunity.

• Lead regional field marketing efforts, encompassing integrated campaigns, executive events, roadshows, and account-based programs.

• Oversee the market development funds (MDF) program and its planning process.

• Align activation strategies with channel sales, field sales, and BDR leaders.

• Collaborate with demand generation, content, product marketing, and brand teams to ensure consistent messaging.

• Manage partner enablement and communications through campaign toolkits, the PartnerXchange portal, webinars, and partner meetings.

• Report on performance, budgets, and ROI to the marketing team and executive leadership.

• Utilize AI-enabled tools to enhance efficiency, insights, and collaboration.

⛳️ Requirements

• A bachelor's degree in marketing, business, or a related field.

• Over 7 years of experience in partner, channel, or field marketing, including team leadership experience.

• Demonstrated success in managing tradeshow and event programs at scale, particularly at major industry events and sponsorships.

• Background in the telecommunications industry.

• Direct experience collaborating with technology solution distributors (TSDs) to design programs, drive partner-sourced pipeline, and enhance revenue.

• Experience working with agents, resellers, and MSP or SI partners.

• Strong grasp of enterprise sales cycles, the buyer's journey, and the channel business model.

• Solid financial acumen, including budget management, MDF handling, and ROI analysis.

• Ability to extract insights from complex marketing data.

• Proficient in Salesforce, Marketo, and Google Workspace or Microsoft Office.

• Exceptional communication and influential skills, capable of engaging with executives, sales leaders, and partners.

• A strategic, optimistic, and energetic mindset, with a fail-fast approach and a strong work ethic.

• Willingness to travel up to 30% for tradeshows, partner meetings, and field events.

• Participation in the E-Verify program is applicable for US positions.

🏝️ Benefits

• Discretionary merit increases.

• Bonus and/or stock eligibility for specific roles.

• Sales variable compensation incentives for qualified positions.

• Equal employment opportunities.

• Reasonable accommodations for individuals with disabilities.