Head of Channel Partnerships

About the Role

This position is hired on behalf of a partner organization seeking a Head of Channel Partnerships based in the United States. This is an exceptional chance to create and lead a channel-first go-to-market strategy from the outset for a rapidly expanding technology company. As the inaugural leader of the channel division, you will outline the entire partner ecosystem, establish scalable programs, and accelerate revenue solely through strategic partnerships. Collaborating with Solutions Engineering, Revenue Operations, Product, and senior management, you will craft a long-term channel approach while delivering an outstanding partner experience. This entrepreneurial role offers substantial autonomy, influence across teams, and the opportunity to contribute significantly to the company’s growth trajectory. Candidates who flourish in dynamic startup settings and enjoy cultivating effective partner networks will find this role highly rewarding.

Key Responsibilities

• Develop, introduce, and expand a robust channel partner strategy, including partner planning, program structures, incentive frameworks, operational procedures, and growth roadmaps.
• Source, enlist, onboard, and nurture strategic regional partners such as VARs, MSSPs, and alliance partners.
• Establish strong, trust-based partnerships and drive joint pipeline creation, co-selling activities, and sustainable revenue increases.
• Create partner support materials, sales enablement tools, training curricula, and efficient deal registration workflows to enhance partner engagement.
• Partner closely with internal teams including Solutions Engineering, Revenue Operations, Product, Engineering, and executive leadership to optimize partner performance and continuously refine channel operations.
• Collect and analyze customer and partner feedback to influence product strategies and enhance market approaches.
• Represent the company at industry conferences, partner gatherings, and client meetings while monitoring program outcomes and delivering strategic reports to executives.

Requirements

• 8 to 10+ years of experience designing, leading, and scaling channel partnership programs within fast-growing technology firms.
• Proven ability to build channel programs from scratch rather than solely managing existing ecosystems.
• Solid background working in channel-first or channel-exclusive go-to-market frameworks.
• Established network of relationships with regional VARs, MSSPs, strategic alliances, or comparable technology partner groups.
• Demonstrable history of driving measurable pipeline expansion and revenue through channel partnerships.
• Strong skills in strategic planning, business development, negotiation, and relationship management.
• Adaptability and comfort thriving in entrepreneurial environments where strategies, procedures, and programs are developed from the ground up.
• Excellent communication skills at the executive level and proven ability to influence across teams and external partners.
• Experience in cybersecurity, infrastructure technology, emerging tech, or startup domains is strongly preferred.

Benefits

• Competitive remuneration package.
• Equity participation offering meaningful ownership stake.
• Comprehensive suite of benefits.
• 401(k) retirement savings plan.
• 100% remote work setup across the United States.
• Career advancement and leadership development opportunities within a rapidly growing startup.
• An innovative, collaborative, and entrepreneurial workplace culture.
• Travel prospects for industry conferences, partner meetings, client engagements, and team events.

Additional Information

The recruitment process is managed by the partner company, which handles applications, interviews, and assessments directly. The use of AI in application review assists the hiring team but does not replace human judgment. All personal data is processed with respect to privacy regulations and candidates maintain rights to access or modify their information.