Execute a comprehensive channel and partner strategy aligned with overall revenue and growth objectives.
Build and manage existing partner programs, including incentives, tiering structures, and performance frameworks.
Identify, recruit, onboard, and enable strategic partners such as resellers, integrators, and alliance partners.
Collaborate with sales leadership to integrate partner-driven opportunities into pipeline development and forecasting.
Partner closely with marketing teams to co-develop joint campaigns, demand generation initiatives, and co-branded programs.
Lead partner enablement efforts including training, certifications, and development of sales playbooks.
Negotiate partnership agreements and manage ongoing relationships to drive sustained growth.
Attend industry and partner events while analyzing market trends and ecosystem opportunities to continuously refine and expand the partner network.
Establish and track KPIs such as pipeline contribution, partner revenue, engagement, and ROI to optimize performance.

8+ years of experience in channel sales or partner management, including leadership responsibilities.
Proven success building and scaling partner ecosystems that drive measurable revenue growth.
Strong understanding of channel sales models such as VARs, MSPs, alliances, and OEM partnerships.
Experience working cross-functionally across sales, marketing, and go-to-market teams.
Demonstrated ability to design and execute partner programs, incentives, and joint GTM strategies.
Strong negotiation, communication, and relationship management skills.
Experience with CRM and partner management tools such as Salesforce and PRM platforms, with a data-driven approach to decision-making.
Prior partnership experience with major ecosystems required, including AWS, Google Cloud (GCP), Microsoft, Salesforce, Databricks, Snowflake, and Anthropic/OpenAI.

Partner Channel Sales Director

Key skills