Channel Partner Director

Director Of Channel Partnerships

KODE Labs, headquartered in Detroit, Michigan, is seeking to hire a full-time Director of Channel Partnerships to join our growing team in the United States. This role will play a key part in expanding our business through strategic channel partnerships. Our mission is to give our clients and partners the best experience possible, every day. To do that, we depend on a team of talented and ambitious people who share our passion for excellence. The Director of Channel Partnerships is responsible for managing and scaling KODE Labs' channel partner program. To support our global growth through the partner program, KODE Labs currently works with 60+ channel partners operating across four continents. This includes system integrators and master system integrators, BAS / controls contractors, and service contractors. A qualified candidate will be able to execute and continuously enhance our channel strategy that drives revenue for and through partners, manage existing partner relationships, recruit and onboard new partners and own team members, and work closely with internal teams to ensure partners are enabled to successfully sell and deliver KODE Labs offerings. This role requires a balance of strategic thinking and hands-on execution, with a strong focus on driving partner-sourced and partner-influenced revenue.

What you will do:

• Develop a deep understanding of partner business models and needs (system integrators, BAS / controls contractors, service providers), and position KODE Labs' software to help partners sell, deliver, and operate more efficiently.
• Translate KODE Labs' software capabilities into clear, partner-ready value propositions that enable partners to win more projects, become more irreplaceable with their client base and generate recurring revenue.
• Identify, recruit, onboard, and develop channel partners aligned with KODE Labs' channel go-to-market strategy, building long-term, mutually beneficial partnerships.
• Support partners throughout the sales cycle, from opportunity identification through deal close, acting as a strategic advisor to drive joint success.
• Lead regular partner business reviews to assess performance, pipeline, and growth opportunities, and ensure partners are progressing against agreed success metrics.
• Define, track, and report on channel performance, including partner engagement, pipeline, and revenue contribution, using data to drive continuous improvement.
• Oversee partner agreements and renewals; ensuring alignment, accountability, and long-term value for both KODE Labs and its partners.
• Lead and coach the channel partner management team, providing direction, structure, and support to effectively manage and grow partner relationships.
• Execute and continuously improve scalable processes for partner onboarding, enablement, and ongoing management.
• Work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alignment, clear ownership, and partner success across the organization.
• Represent KODE Labs in partner meetings, key accounts, and industry events as needed to strengthen relationships and expand the partner ecosystem.

Requirements:

• 5+ years of experience in channel partnerships, sales, or strategic alliances
• Proven track record of building and scaling successful channel partner programs
• Strong understanding of controls lines and SaaS sales models and the channel partner ecosystem
• Demonstrated ability to manage and grow senior-level partner relationships
• Experience working cross-functionally with Sales, Marketing, Product, and Customer Success teams
• Excellent communication, negotiation, and relationship-building skills
• Strong analytical skills with the ability to use data to inform strategy and decision-making
• Knowledge and experience in our industry and market
• Ability to travel as needed to meet with partners and attend industry events
• Experience and qualifications in Business, Sales, Marketing, or a related field

Benefits:

• Competitive salary based on experience
• Discretionary Bonus Program
• Career Development Program
• Comprehensive Health Insurance Package
• Dynamic team and challenging projects
• Flexible Paid Time Off
• Welcoming and friendly work environment
• Regular social events and activities

Location: Remote, United States