National Channel Director, Strategic Partner Development – SI/VAR

Accountabilities • Develop and execute a national growth strategy for Systems Integrators, Value-Added Resellers, and other strategic technology partners, aligning partner capabilities with broader business objectives.

• Build and maintain executive and operational relationships within targeted partner organizations, positioning the portfolio as a preferred infrastructure and connectivity solution.

• Create joint business plans, account strategies, co-selling initiatives, and customer engagement programs that generate partner-sourced and partner-influenced revenue.

• Identify new partnership opportunities, emerging routes to market, and complex enterprise opportunities that can support sustainable business growth.

• Lead strategic opportunities directly or coordinate with Channel Managers, Direct Sales, and other commercial stakeholders to maximize partner-led revenue.

• Design and deliver partner enablement initiatives that increase solution awareness, strengthen the value proposition, and improve partner effectiveness.

• Collaborate with Marketing and Product teams on campaigns, events, messaging, sales tools, and other go-to-market initiatives.

• Serve as a trusted strategic advisor to key partners while gathering market intelligence and partner feedback to inform future business priorities and investments.

• Coordinate internal resources across Sales, Channel, Marketing, Product Management, Operations, and executive leadership to ensure successful partner and customer engagements.

• Establish measurable objectives with strategic partners, conduct regular business reviews, and provide leadership with visibility into partner performance, pipeline development, and strategic initiatives.

Requirements

• 8+ years of experience in channel sales, business development, strategic partnerships, alliance management, or enterprise technology sales, with a strong record of commercial achievement.

• Demonstrated success developing relationships with national Systems Integrators, VARs, technology solution providers, or comparable strategic partners.

• Experience developing go-to-market strategies, partner programs, joint business plans, and business development initiatives.

• Proven ability to establish executive-level relationships and influence senior stakeholders across complex organizations.

• Strong understanding of enterprise technology sales, indirect channel models, and partner-led growth strategies.

• Excellent communication, presentation, negotiation, influencing, and relationship-management capabilities.

• Entrepreneurial mindset with the ability to build new routes to market, operate with autonomy, and turn emerging opportunities into scalable programs.

• Experience in telecommunications, networking, cloud, infrastructure, security, managed services, or adjacent technology markets is preferred.

• Existing relationships with major national technology solution providers or similar strategic partners are highly valued.

• Experience leading complex enterprise business development initiatives and launching new strategic partner programs is preferred.

• Willingness and ability to travel nationally according to business requirements.

Benefits

• Estimated base salary of  $115,000–$145,000 USD annually .

• Eligibility for a discretionary annual incentive plan and/or sales incentive plan, depending on role eligibility.

• Excellent health, dental, and vision insurance.

• Retirement benefits, including a  401(k) savings plan .

• Generous paid time off.

• Paid parental leave.

• Life and disability insurance options.

• Remote work flexibility within the United States.

• Opportunity to shape an emerging strategic growth initiative with significant autonomy and executive visibility.

• Collaborative, inclusive, and results-oriented environment focused on customer impact, teamwork, and professional growth.

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