Director of US Channel – VAR Partnerships, API, CPaaS

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

📋 Description

• Develop the Framework: Create the global operational structure for Vonage’s dynamic VAR program, which includes tiered incentive models, margin and discount structures, as well as stringent engagement rules to prevent channel conflicts with existing enterprise and telco teams.

• Package the API Portfolio: Work alongside Product and Marketing teams to transform Vonage’s three core API frameworks into standardized, "SKU-ified" offerings that VARs can autonomously quote, position, deploy, and commercialize.

• Automate Infrastructure: Collaborate with revenue operations to enhance automation platforms (e.g., Salesforce PRM) for effortless click-through onboarding, self-service technical enablement, and automated deal registration.

• Focused Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) that already provide services around major cloud ecosystems (AWS, Salesforce, Microsoft).

• Accelerate Activation (TTFD): Take ownership of the "Time-to-First-Deal" metric. Develop "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and finalize their first mid-market transaction within 60–90 days.

• Geographic Pilot Management: Conduct an initial, targeted regional pilot to validate unit economics, while tracking volume velocity and partner activation rates prior to scaling the framework globally (from Silicon Valley to Singapore).

• Assemble the Channel Team: Once the model is validated, you will be expected to recruit, lead, and mentor a dedicated team of Channel Account Managers (CAMs) focused exclusively on programmatic, high-volume reseller portfolios.

• Data-Driven Insights: Create channel dashboards to track recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

⛳️ Requirements

• Over 8 years of experience in partnership, channel management, or business development within the CPaaS, SaaS, Cloud, or API sectors.

• A proven track record as a "Builder" who has effectively designed and launched a 1-to-many VAR, MSP, or distributor channel from the ground up, rather than merely managing an existing ecosystem.

• Strong familiarity with API business models and communication technologies. Experience in selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly sought after.

• Direct experience in implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.

• Proven experience working within distributed teams across various geographies.

• Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

🏝️ Benefits

• Company Bonus or Commission Structure (depending on the role)

• Medical, Dental, and Vision Coverage Options

• 401(k) Savings Plan

• Company-Paid Basic Life and AD&D Insurance

• Short-Term Disability (STD)

• Long-Term Disability (LTD)

• Maternity/Parental Leave

• Flexible Spending Accounts (FSA)

• Health Savings Account (HSA)

• Employee Support Program (EAP)

• Voluntary Supplemental Insurance

• Lifestyle Benefits

• Volunteer Time Off (VTO)

• Tuition Reimbursement - available for select positions; full details will be shared during the interview process