New York, NY Head of Ecosystem Partnerships & Channels

Careers New York, NY

Head of Ecosystem Partnerships & Channels

- 10.9.26 Loaction New York, NY Job Type Full-time Experience 10 - 15 Remote work policy On-site, Hybrid, Remote Visa sponsorship No Preferred time zone ET

About eino.ai

eino.ai is building an AI-native connectivity intelligence platform for the physical world. Our platform helps enterprises, network operators, systems integrators, managed service providers, and technology vendors design, deploy, monitor, and optimize complex connectivity environments.

Using AI, digital twins and spatial intelligence eino.ai creates a unified view across Wi-Fi, WAN, private cellular, DAS, carrier, and other enterprise connectivity infrastructure. We help customers reduce network downtime, resolve connectivity issues faster, minimize unnecessary field visits, and make better infrastructure decisions throughout the lifecycle of a site.

We are an early-stage deep-tech company working with customers and partners across enterprise networking, telecommunications, and critical infrastructure.

The Role

We are looking for a Director of Ecosystem Partnerships & Channels to build and lead two strategic growth motions:

• Develop partnerships with telecom, wireless, and enterprise-networking OEMs for our network design and connectivity intelligence platform.
• Build a scalable channel program that enables systems integrators and managed service providers to sell, deploy, and operate our monitoring platform.

This is a hands-on, zero-to-one leadership role. You will identify the right partners, develop the value proposition and commercial model, build executive relationships, coordinate technical integrations, recruit and activate channel partners, and help close the first joint customer opportunities.

You will work closely with the founders, product, engineering, sales, and marketing teams. Initially, you will be expected to personally execute the work rather than manage a large partnerships organization.

The ideal candidate combines the commercial discipline of a channel leader, the technical credibility of a technology-alliance executive, and the operating mindset of an early-stage company builder.

Key Responsibilities

OEM and Technology Partnerships

• Develop and execute eino.ai’s OEM and technology-partnership strategy across enterprise networking, telecom, Wi-Fi, private cellular, DAS, and related connectivity ecosystems.
• Identify and prioritize OEM partners based on product value, market access, customer overlap, integration potential, and joint revenue opportunities.
• Build relationships with senior executives, product leaders, alliance teams, sales organizations, and engineering stakeholders at target OEMs.
• Create compelling partner value propositions that demonstrate how eino.ai can improve network design, deployment, validation, monitoring, and lifecycle management.
• Lead partnerships from initial business case through technical integration, commercial agreement, launch, field enablement, and joint customer acquisition.
• Coordinate with product and engineering teams on APIs, telemetry, equipment data, validated designs, reference architectures, certifications, and product-roadmap requirements.
• Develop joint go-to-market plans, including account mapping, co-selling, partner enablement, marketplace opportunities, industry events, and joint marketing.
• Establish executive sponsorship, operating cadences, success metrics, and escalation paths for strategic OEM relationships.
• Ensure partnerships produce measurable product, customer, pipeline, or revenue outcomes—not simply signed agreements or announcements.

Systems Integrator and MSP Channel

• Design and launch eino.ai’s channel program for systems integrators, managed service providers, network service providers, and specialized wireless partners.
• Define the initial partner segmentation, ideal partner profiles, program levels, commercial terms, incentives, and activation requirements.
• Recruit a focused group of lighthouse partners that serve multi-site, industrial, logistics, manufacturing, retail, and mission‑critical enterprise customers.
• Develop the partner business model for eino.ai’s monitoring platform, including recurring‑revenue economics, partner margins, packaging, pricing, and renewal ownership.
• Create the foundational elements of the program, including:
  • Partner agreements
  • Deal registration
  • Channel‑conflict policies
  • Sales and technical onboarding
  • Certification and enablement
  • Joint account planning
  • Co‑selling processes
  • Partner support and escalation models
  • Pipeline and performance reporting
• Help partners turn eino.ai into a repeatable service offering rather than a one‑time software resale opportunity.
• Work with MSP partners to operationalize the platform within their NOC, service‑delivery, customer‑success, and escalation workflows.
• Support partners through their first customer opportunities, deployments, and renewals.
• Establish a partner activation and success model focused on trained personnel, qualified pipeline, deployed customers, recurring revenue, and customer expansion.
• Identify underperforming partnerships and make disciplined decisions about where to invest resources.

Commercial Execution

• Build and manage a qualified OEM and channel pipeline with clear stages, owners, next actions, and expected business outcomes.
• Participate directly in customer and partner sales conversations, including discovery, solution positioning, commercial negotiation, and executive presentations.
• Develop joint account plans with strategic partners and identify high‑probability customer opportunities.
• Collaborate with sales to define rules of engagement for partner‑sourced, partner‑influenced, and co‑sold opportunities.
• Negotiate partnership structures and commercial agreements in coordination with executive and legal stakeholders.
• Develop repeatable partner messaging, presentations, business cases, and field‑enablement materials.
• Represent eino.ai at relevant industry events, partner meetings, executive briefings, and customer workshops.
• Provide market and partner feedback that informs product strategy, packaging, pricing, and go‑to‑market priorities.

Internal Leadership

• Serve as the internal voice of the partner ecosystem across product, engineering, sales, marketing, and customer success.
• Create clear processes for evaluating partner‑driven product and integration requests.
• Maintain focus on the partnerships that provide the highest strategic and commercial value.
• Build the operating foundation for a larger partnerships and channel organization as the company grows.
• Define future hiring requirements across alliance management, partner engineering, channel sales, partner success, and channel operations.

Required Qualifications

• Approximately 8–12 or more years of experience in partnerships, channels, alliances, business development, or related commercial roles.
• Relevant experience in enterprise networking, telecommunications, wireless infrastructure, network monitoring, managed services, or connectivity software.
• Demonstrated experience building a partner or channel program from zero or near‑zero—not only managing an established program.
• Proven ability to recruit and activate systems integrators, MSPs, service providers, resellers, or other enterprise technology partners.
• Experience developing OEM or technology alliances that included product integration, technical validation, and joint commercialization.
• Strong understanding of recurring‑revenue software and MSP business models.
• Ability to build partner economics covering margins, packaging, pricing, support responsibilities, renewals, and customer ownership.
• Experience carrying partnerships from the initial relationship through agreement, enablement, pipeline creation, customer deployment, and revenue.
• Sufficient technical fluency to work credibly with product managers, engineers, solution architects, network operators, and partner technical teams.
• Strong executive communication, negotiation, presentation, and relationship‑building skills.
• Ability to operate independently in a fast‑moving environment with limited infrastructure and high ambiguity.
• Willingness to personally create materials, recruit partners, run enablement, support opportunities, and establish operating processes.
• Track record of producing measurable commercial outcomes through partners.

Preferred Qualifications

• Experience with Wi‑Fi, private cellular, 5G, DAS, WAN, enterprise networking, RF planning, network assurance, or connectivity monitoring.
• Experience at an enterprise‑networking OEM, wireless technology company, network monitoring company, systems integrator, or MSP.
• Experience working across both technology‑alliance and channel‑sales functions.
• Existing relationships with enterprise‑networking OEMs, telecom vendors, specialized systems integrators, and managed service providers.
• Familiarity with multi‑tenant platforms, NOC operations, network telemetry, APIs, service assurance, or root‑cause analysis.
• Experience commercializing AI, digital‑twin, observability, or other technically differentiated enterprise software.
• Experience working in a seed‑stage or Series A company, or building a new business inside a larger organization.
• International partnership experience.

The Characteristics We Value

Builder Mentality

You are energized by creating the program, not simply administering one. You can start with a strategy document and turn it into partner conversations, agreements, enablement, customer opportunities, and revenue.

Commercial Accountability

You treat partnerships as a growth engine. You measure success through activated partners, qualified pipeline, customer deployments, recurring revenue, strategic product value, and customer outcomes.

Technical Curiosity

You do not need to be an RF engineer, but you are motivated to understand how networks are designed, deployed, monitored, and operated. You can translate effectively between commercial and technical stakeholders.

Strategic Focus

You understand that an early‑stage company cannot support every potential partnership. You are comfortable prioritizing a few high‑value relationships and saying no to opportunities that are unlikely to produce results.

Executive Presence

You can establish credibility with OEM executives, SI practice leaders, MSP owners, product teams, network architects, and enterprise customers.

Hands‑On Execution

You are willing to build the presentation, run the workshop, update the pipeline, help negotiate the contract, support the first deployment, and resolve the operational issues that arise.

Bias Toward Action

You work effectively with incomplete information, test assumptions quickly, and move opportunities forward without waiting for a mature organizational structure.

How Performance Will Be Measured

Performance will be evaluated using a combination of strategic, operational, and revenue metrics, including:

• Number of activated SI and MSP partners
• Partner‑sourced and partner‑influenced pipeline
• Recurring revenue generated through partners
• Number of customer sites deployed through channel partners
• Time from partner recruitment to first qualified opportunity
• Time from partner recruitment to first customer deployment
• Number and quality of trained partner sellers and technical personnel
• OEM integrations, validated workflows, and joint solutions launched
• Joint customer opportunities generated through OEM relationships
• Partner retention, customer expansion, and renewal performance
• % of partnerships producing measurable business outcomes

Signed agreements and partner logos alone will not be considered sufficient evidence of success.

Why Join eino.ai

• Help define a new category of AI‑native connectivity intelligence.
• Build strategic relationships across the enterprise‑networking and telecommunications ecosystem.
• Create a partner and channel program from the ground up.
• Work directly with the founders and influence company, product, and go‑to‑market strategy.
• Help enterprises improve the reliability of the connectivity infrastructure on which their physical operations depend.
• Join a deeply technical team solving complex, real‑world infrastructure problems.
• Receive competitive compensation, meaningful equity, and the opportunity to build a foundational function within the company