Director of Channels

Role Overview

• Lead strategic partnerships with AWS, Google Cloud, and Microsoft Azure alliance and field sales teams to drive adoption of Knox's FedRAMP-aligned solutions across hyperscaler customer bases.
• Define and operationalize joint go-to-market plans, co-sell motions, marketplace positioning, referral models, and enablement programs that align Knox with hyperscaler priorities.
• Cultivate executive sponsorships and maintain senior-level relationships across hyperscaler partner organizations to maximize collaboration and deal velocity.
• Serve as the internal hyperscaler subject-matter advocate and escalation point for cross-functional execution spanning sales, product, and marketing teams.
• Build and scale Knox's federal and public-sector indirect channel motion with key government partners such as Carahsoft, DGIC, SAIC, other GSA schedule holders, and system integrators.
• Partner with channel organizations to identify target accounts, articulate value propositions tied to FedRAMP success, and co-deliver solution engagements.
• Establish structured partner programs, enablement playbooks, certifications frameworks, and performance KPIs that drive measurable partner-influenced revenue.
• Lead quarterly business reviews, partner scorecards, and pipeline forums to maintain strong partner engagement and accountability.
• Shape channel strategy in partnership with sales, marketing, and product leadership to ensure alignment on priority segments (e.g., federal agencies, defense, civilian agencies).
• Evangelize Knox's value across the channel ecosystem—represent the company at hyperscaler and government tech events, industry forums, and executive briefings.
• Monitor competitive landscapes, emerging partner models, and market trends to refine partner-focused strategies and ensure Knox remains differentiated.

Requirements

• 5+ years of progressive experience in channel development, alliance management, or partner sales leadership within cloud-centric enterprise technology companies.
• Proven track record of driving partner-sourced or partner-influenced revenue, preferably with cloud hyperscaler partners (AWS, Azure, GCP)
• Demonstrated success working with government integrators/primes (Carahsoft, SAIC, DGIC, etc.) or public-sector channel ecosystems.
• Experience negotiating channel agreements, co-sell frameworks, and joint-value programs with strategic partners.
• Exceptional relationship building and executive presence, with ability to engage C-suite and senior partner stakeholders.
• Strategic thinker with strong business acumen and a results-oriented mindset.
• Cross-functional collaboration skills—capable of aligning sales, product, services, and marketing teams around joint partner outcomes.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in Business, Technology, Marketing, or related field; MBA or advanced degree preferred.
• Willingness to travel (domestic and occasional international) to partner briefings, hyperscaler summits, federal trade shows, and executive meetings.

Tech Stack

• AWS
• Azure
• Cloud
• Google Cloud Platform

Benefits

• Medical
• Dental
• Vision
• Life & Disability
• unlimited PEO
• employee funded 401k plan