About the Role
We are seeking a Channel Partnerships Manager to drive strategic growth with Global System Integrators (GSIs), Managed Service Providers (MSPs), and Value Added Resellers (VARs). This role will own and expand executive-level relationships, design scalable go-to-market strategies, and deliver measurable revenue impact through joint sales plays, enablement programs, and innovative commercial models.
You will act as both strategist and operator, building trusted partnerships, enabling joint teams, and engaging directly in high-value deals. This role requires a mix of partner/channel expertise, sales leadership, and execution discipline in complex, multi-market environments.
Key Responsibilities
Partner & Channel Development
- Build and maintain trusted relationships with GSI/MSP/Channel partners, expanding our footprint across key markets.
- Position and communicate value-led, solution-centric offerings tailored to consulting, advisory, integration, and managed services business models.
- Support partner enablement with sales collateral, training, and joint go-to-market planning.
- Negotiate and manage commercial agreements, including referral and partnership contracts.
Sales Leadership & Execution
- Actively engage in the sales lifecycle-qualification, proposals, and deal closure-alongside account executives.
- Drive both direct and indirect revenue opportunities through co-sell motions and channel synergies.
- Represent the GSI/MSP/Channel business in partner reviews, pipeline discussions, and key customer meetings.
- Own regional forecasting, pipeline reporting, and performance tracking.
Market Insight & Feedback
- Monitor market trends, competitor activity, and evolving partner needs.
- Provide actionable feedback to product and partner teams to shape roadmaps and growth initiatives.
Go-to-Market Strategy & Execution
- Identify priority markets, partner profiles, and high-potential service offerings.
- Define and roll out scalable sales plays, commercial models, and KPIs to drive measurable growth.
- Establish repeatable approaches for bundling, co-selling, and partner-led revenue generation.
- Lead joint marketing initiatives with Channel Partners, including the use of Marketing Development Funds (MDF) to drive demand generation through events and campaigns.
What You'll Bring
- 8+ years of experience in enterprise sales or partner/channel leadership within the Channel, GSI, Cloud, or SaaS ecosystem.
- Existing relationships and deep understanding of GSI/MSP/Channel structures, influence models, and engagement with client end users.
- Expertise in GSI/MSP/Channel business models, pricing, bundling approaches, and sales cycles.
- Proven success launching and scaling Channel offerings across multiple regions and markets.
- Track record of closing complex, multi-year deals and building trusted C-level relationships.
- Experience leading or mentoring sales teams while also contributing as an individual contributor ("player/coach").
- Strong commercial and negotiation skills with a structured, outcome-driven mindset.
- Ability to thrive in a fast-paced, matrixed, entrepreneurial environment.
- Excellent communication, presentation, and influencing skills at the executive level.
Additional Expertise That Adds Value
- Exposure to hyperscalers (Azure, AWS, Google Cloud) and their partner ecosystems.
- Experience in SaaS-based partnering models and scaling technology alliances.
- Operational excellence, leveraging tools and AI for partner management and business execution.
- Data-driven mindset with strong analytical skills to measure KPIs, pipeline, certifications, accreditations, and marketing performance.
- Proven ability to beat revenue-based quotas and deliver measurable growth.
