Director, Channel Partnership

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

📋 Description

• Lead, mentor, and cultivate a high-achieving team of Channel Managers

• Set team objectives, performance benchmarks, and accountability measures

• Guide the team on partner strategies, executive interactions, pipeline development, deal progression, and collaborative go-to-market execution

• Oversee partner-sourced pipeline and revenue targets, along with pipeline management and forecasting accuracy

• Establish and nurture executive relationships with key MSPs, VARs, CSPs, SIs, GSIs, and other channel partners

• Convert partnership strategies into scalable programs and ensure consistent execution in the field

• Enhance partner segmentation, onboarding, enablement, business planning, quarterly business reviews (QBRs), and partner productivity

• Work alongside Sales, Marketing, Customer Success, Product, and other go-to-market teams on partner opportunities and collaborative execution

• Incorporate partner and field insights into go-to-market strategies, programs, and product direction

• Drive the generation of partner-sourced pipeline and closed-won revenue

• Increase the productivity of strategic channel partners

• Engage new partners and expedite their time to impact

• Enhance pipeline conversion rates and improve forecast accuracy

• Implement joint business plans with priority partners

• Foster the development and growth of Channel Manager performance

• Create a scalable and repeatable channel operating model

⛳️ Requirements

• Over 7 years of experience in channel partnerships, partner sales, alliances, or indirect sales

• Ideally experienced in B2B SaaS, cloud infrastructure, FinOps, or enterprise technology

• Proven success in leading, coaching, and developing Channel Managers, Partner Managers, or Alliance Managers

• Experience in establishing executive relationships with MSPs, VARs, CSPs, SIs, GSIs, cloud ecosystem partners, or similar technology channels

• Player/coach mentality combined with high emotional intelligence

• Low ego paired with high accountability

• Outstanding communication skills and executive presence

• Strong commercial acumen linking partner strategy to pipeline, revenue, and customer outcomes

• Robust operational discipline concerning pipeline management, forecasting, partner planning, and performance analysis

• Capability to impose structure on ambiguity and function effectively in a rapidly evolving, scaling organization

🏝️ Benefits

• Equal opportunity employer

• Diverse, equitable, and inclusive workforce

• Accommodations available for candidates with disabilities