Head of Channel

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

📋 Description

• Take ownership of the strategy and implementation of Rhombus' channel organization.

• Develop and expand the channel business through partner collaborations, ecosystem growth, and a repeatable channel process.

• Lead and nurture a team of channel managers while overseeing strategic partners, key opportunities, and growth initiatives.

• Identify and onboard new channel partners in targeted regions and sectors.

• Establish and monitor channel KPIs, pipeline, revenue performance, partner productivity, and additional metrics.

• Maintain executive-level relationships with distributors and regional partners; negotiate contracts and resolve disputes.

• Align channel activities with Sales, Marketing, Operations, Engineering, Product, and Support teams.

• Utilize data to prioritize partners, investments, and growth opportunities.

• Enhance channel programs, processes, incentives, and partner engagement.

• Take ownership of partner revenue, new logo acquisition, business partner management, and team revenue targets.

• Drive new logo acquisition, upselling, and cross-selling through distribution and channel partners.

• Mentor and develop channel account managers; report on performance and conduct talent reviews.

• Collaborate with Legal on distributor and partner agreements.

• Coordinate channel demand and program adjustments with Supply Chain and Operations.

• Create partner enablement materials, demand generation initiatives, and incentive programs.

• Onboard and educate distributors and partners on sales and products.

• Ensure partners are equipped to manage warranty claims, RMAs, and technical support tiering.

⛳️ Requirements

• BA/BS degree or equivalent relevant experience.

• Over 8 years of partner/channel experience, preferably in physical security, with a proven record of success.

• Demonstrated ability to scale an existing channel business and drive revenue through partners.

• Experience in managing and developing high-performing sales or channel teams.

• Self-sufficient with the capability to recommend scalable solutions.

• Player/Coach mentality with a readiness to execute hands-on.

• Ability to cultivate cross-functional relationships.

• Capacity to work effectively in a fast-paced environment with minimal supervision, manage multiple priorities, and meet deadlines.

• Strong relationship-building, analytical, and problem-solving skills.

• Ability to influence both internal and external stakeholders.

• Excellent communication, sales, and negotiation skills.

• Proficient in Salesforce, PRM tools, and MS Office.

• Experience launching channel programs in new international markets, including import/export and regional certification requirements is beneficial.

• Background in physical security, SaaS, technology, or a related field is advantageous.

• Previous experience in scaling a channel team is a plus.

🏝️ Benefits

• Competitive Salary & Equity Options.

• Flexible Schedule & Paid-Time Off.

• Excellent Healthcare Coverage.

• Generous Family Leave Policy.

• WFH & Workspace Supplies.

• Career Growth & Professional Development.

• Dog-Friendly Office & Pet Insurance.

• Uncapped commission.

• Sales incentives.

• Discretionary bonuses.