Remote Head of Partnerships

Full-time
Remote work policy
On-site
Visa sponsorship
The Role We're looking for a hands-on Head of Channel Partnerships to build and scale our system integrator (SI) channel into a repeatable growth engine - focused on mid-market and enterprise customers in mission-critical environments (e.g., logistics/warehousing, manufacturing/industrial, multi-site retail).
What You’ll Do (Responsibilities) Partner-led sales (core) Own partner-sourced and partner-influenced pipeline and bookings targets.
Build and run a repeatable co-sell motion with SI sales teams: joint account planning, opportunity strategy, exec mapping, and close plans.
Lead deals through the full cycle with partners: discovery, value framing, pricing/packaging alignment, security/procurement coordination, and negotiation through signature.
Build partner enablement that supports selling: pitch materials, talk tracks, qualification guide, objection handling, ROI framing.
Run regular partner cadence: pipeline reviews, deal support, and QBRs.
Commercial structure & rules of engagement Define partner program fundamentals (tiers, deal registration, lead sharing, co-marketing light, enablement).
Align partner delivery/services motion with our product so deployments are repeatable and customers renew.
Operating rhythm & forecasting Build a simple, disciplined operating system: pipeline hygiene, forecasting, partner performance tracking.
Provide leadership-level visibility into partner activity, pipeline, and conversion rates.
What Success Looks Like First 90 days Clear target SI list + partner ICP; tight outreach + recruitment plan.
first joint pipeline meetings running.
By 180 days 3-6 producing partners with consistent pipeline creation.
What We're Looking For (Requirements) 10-15 years experience across channel partnerships and enterprise sales, ideally selling with/through system integrators.
Demonstrated ownership of a number: pipeline creation and closed revenue outcomes (sourced or influenced via partners).
Strong enterprise sales fundamentals: discovery, value-based selling, multi-stakeholder navigation, and comfort with procurement/security/legal processes.
Clear communicator who can earn trust with SI executives and field teams (sales, delivery, managed services).
Nice to Have Direct experience with enterprise networking/wireless, infrastructure software, observability, or OT/industrial environments.
Experience designing partner incentives for site-based subscriptions and outcome-based packaging.
Relationships across industrial/logistics SIs or large enterprise integrators.
Why This Role Is Different You're not inheriting a mature channel machine—you’re building the channel blueprint.
The product has a clear wedge: continuous, cross-domain, site-level connectivity truth that SIs can package into higher-margin managed services.
Strong unit economics and straightforward enterprise pricing make it channel-friendly.
You like carrying a number, building playbooks, and making partners successful - without a huge team or perfect process.
Logistics Location: On-site in New York
Travel: Occasional travel to customer sites as needed
About Eino Today, AI workloads at the edge make networks more critical than ever for enterprises, communities, and governments-creating an urgent need for new connectivity solutions. Yet the way networks are designed, managed, and monitored has barely changed, while everything connected to them has.
With a mission to close this gap, eino is intelligent connectivity-enabling the infrastructure that thinks, adapts, and delivers-in a platform that automates, unifies, and monitors all wireless technologies across any site-indoor and outdoor-through a 3D digital twin. Easy to demo, design, and monitor, the digital twin approach enables customers to see their wireless infrastructure-and its performance-before they invest.
We're building the shortest path to AI-ready connectivity that lasts.

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