Director, Channel Development

Channel Strategy & Leadership:

• Develop and execute the channel development strategy in alignment with the company’s overall growth and sales objectives.
• Translate company objectives into clear channel priorities, programs, and measurable goals.
• Identify opportunities to strengthen the existing partner ecosystem and expand relationships with high-potential partners.
• Partner with Sales and executive leadership to determine where channel investment will have the greatest impact.
• Establish clear measures of success for channel development, partner engagement, pipeline contribution, and revenue growth.
• Represent the channel organization in internal leadership discussions and provide visibility into performance, opportunities, and risks.

• Lead, coach, and develop the internal Channel Development team.
• Establish clear roles, responsibilities, performance expectations, and goals for team members.
• Create a disciplined operating cadence for partner management, including account planning, pipeline reviews, partner activity, and follow-up.
• Coach team members on relationship development, partner engagement, opportunity identification, and commercial conversations.
• Build a high-performing culture focused on accountability, collaboration, responsiveness, and measurable business outcomes.
• Identify development opportunities for team members and build capabilities as the channel organization grows.
• Ensure appropriate coverage and prioritization of strategic, growth, and developing partners.

• Build and maintain strong relationships with key partner stakeholders, including senior leadership, sales leaders, account teams, and other influential contacts.
• Serve as an executive-level point of contact for strategic partner relationships.
• Develop a deep understanding of each strategic partner’s business model, priorities, customers, capabilities, and growth objectives.
• Create joint business plans with priority partners that establish shared goals, target opportunities, activities, and measures of success.
• Increase partner engagement and strengthen the company’s position as a trusted, strategic partner.
• Proactively identify relationship gaps and develop strategies to increase engagement across multiple levels of partner organizations.
• Address partner concerns and remove obstacles that could negatively affect the relationship or future business opportunities.
• Conduct regular partner business reviews to evaluate performance, pipeline, opportunities, and areas for further development.

• Drive increased partner-sourced and partner-influenced pipeline and revenue.
• Work with partners to identify new customer opportunities, whitespace within existing accounts, and opportunities for joint selling.
• Increase the number of actively engaged and revenue-producing partners.
• Develop strategies to move partners from initial engagement to consistent opportunity generation.
• Identify high-potential partners and determine where additional investment, enablement, or executive engagement could accelerate growth.
• Collaborate with Sales leadership to ensure partner-generated opportunities are effectively transitioned, pursued, and tracked.
• Support strategic partner negotiations and commercial discussions when appropriate.
• Evaluate new potential partnerships based on strategic alignment, market opportunity, customer access, and revenue potential.

• Work cross-functionally to ensure partners understand the company’s solutions, value proposition, ideal customer profile, and sales approach.
• Identify partner training and enablement needs and coordinate appropriate resources.
• Develop repeatable partner engagement programs that encourage ongoing participation and opportunity development.
• Partner with Marketing on channel campaigns, partner communications, events, webinars, and joint demand-generation initiatives.
• Ensure partners have the information, tools, and internal connections necessary to effectively position the company’s solutions.
• Create opportunities to increase visibility and engagement with partner sales teams and leadership.

• Work closely with Sales leadership and account teams to align partner activity with territory and account strategies.
• Partner with Marketing to develop channel campaigns, partner events, communications, and sales enablement materials.
• Collaborate with Technical, Solutions Engineering, Customer Success, and Operations teams to support partner and customer opportunities.
• Ensure effective communication between the Channel Development team and the broader commercial organization.
• Advocate internally for strategic partners while balancing partner needs with company objectives.

• Individual new and existing partner sourced opportunities
• Pipeline generated by partner relative to goal
• Number and percentage of actively producing partners
• Partner engagement and activity
• Completion and execution of strategic partner business plan
• Team performance against individual and departmental goals

• 10+ years of experience in channel sales, partner development, business development, strategic alliances, or related commercial roles.
• 3+ years of experience leading and developing a team.
• Experience working with National, Regional and TSD Channel Partners
• Experience selling managed services solutions
• Demonstrated success building and expanding strategic partner relationships.
• Strong understanding of channel-driven sales models and partner ecosystems.
• Experience developing partner strategies and translating them into measurable business results.
• Proven ability to develop relationships with senior-level partner and customer stakeholders.
• Strong commercial judgment and understanding of pipeline development, forecasting, and revenue growth.
• Excellent leadership, coaching, communication, presentation, and negotiation skills.
• Ability to operate effectively across Sales, Marketing, Technical, Operations, and executive teams.
• Strong analytical skills with the ability to use data to prioritize investments and evaluate channel performance.
• Comfortable working in a fast-paced, growing organization where channel processes and programs continue to evolve.

• Experience within a technology, managed services, cloud, data protection, cybersecurity, infrastructure, or SaaS organization.
• Experience working with VARs, MSPs, technology alliances, distributors, referral partners, or other indirect sales channels.
• Experience developing joint business plans and go-to-market strategies with strategic partners.
• Experience scaling a channel organization or introducing greater structure and accountability into an existing partner program.
• Experience managing relationships across multiple geographic markets.