About the roleThe Vice President, Channel Ecosystem & Sales Development is responsible for building and scaling a world-class partner ecosystem that drives and accelerates revenue growth, expands market reach, and strengthens strategic alignment with Microsoft and other key technology partners.
This executive will lead Nerdio's Microsoft ecosystem sales strategy, strategic technology alliances, marketplace motions, partner-led demand generation, and partner recruitment across VARs, MSPs, GSIs, and EUC cloud-focused partners. The role's primary objective is to create leverage by identifying key Microsoft partners that utilize Nerdio as a key enabler to their sales motion to accelerate the Microsoft sales motion. The role is focused on driving sales through partner enablement, pipeline generation, customer influence and enabling / scaling both the Microsoft and Nerdio sales teams.
Outcomes in the first 12 monthsThe expectations for this role are defined by outcomes, not activities. Within the first 12 months, the Vice President will be accountable for:
- Delivering sales as measured through growth in Microsoft-sourced and Microsoft-influenced pipeline and ARR.
- Establishing repeatable partner-led motions across the proper and most influential VARs, MSPs, GSIs, distributors, and cloud consultancies that source, influence, and close ARR.
- Growing marketplace revenue contribution and expanding Nerdio's presence in Microsoft commercial marketplace.
- Building durable executive relationships across Microsoft's field sales, partner, Azure, Marketplace, and executive organizations.
- Recruiting and developing a high-performing sales team through ecosystems and alliances.
What you'll doEcosystem sales strategy and Microsoft sales alignment - Own Nerdio's Microsoft ecosystem sales strategy and the executive relationships that underpin it.
- Expand influence within Microsoft field sales, partner, Azure, marketplace, and executive organizations.
- Drive co-sell motions, marketplace growth, joint solutions, and field engagement programs.
Partner-led growth - Develop and execute partner-led growth strategies that drive measurable ARR contribution.
- Build strategic relationships with the proper & most influential VARs, MSPs, GSIs, distributors, cloud consultancies, and technology partners that align to both Nerdio and Microsoft to leverage the sales efforts of each.
- Identify and operationalize alliance opportunities that increase market awareness and create scalable demand, resulting in measurable sales growth.
- Create repeatable motions that allow partners to source, influence, and close revenue.
Cross-functional leadership - Partner closely with Sales, Marketing, Product, Customer Success, and Executive
- Leadership to align ecosystem strategy to Nerdio's company priorities.
- Establish ecosystem performance metrics and executive reporting that make impact visible and measurable.
Team leadership - Recruit, develop, and lead a high-performing ecosystem sales team and a sales alliance organization.
- Set clear goals, scorecards, and operating cadence that drive consistent execution and accountability.
Qualifications - What you'll bringEcosystem and alliance leadership - 15+ years of leadership experience in partner sales, channel development, partner ecosystems, and key alliance management.
- Deep Microsoft ecosystem experience, including co-sell, marketplace, Azure, and Microsoft partner programs.
- Demonstrated success creating revenue through strategic partnerships.
Revenue and operating range - Experience working with enterprise software, SaaS, cloud infrastructure, EUC, virtualization, or adjacent technologies.
- Data-driven operator capable of building scalable programs and measuring ecosystem impact.
- Proven ability to align multiple partner types around a common growth strategy.
Executive presence and influence - Strong executive presence with the ability to influence C-level stakeholders internally and externally.
- Track record of building consensus across complex internal and external stakeholder groups.
Builder mindset - A builder who understands that the future of growth is ecosystem-led and can position Nerdio as the preferred solution within the Microsoft and broader cloud partner ecosystem.
Preferred Background- Former Microsoft Global Sales OR Microsoft Worldwide Partner Organization focused on co-sell, partner sales, Azure, or Windows Client.
- Leadership experience at companies such as Microsoft, AWS, Databricks, ServiceNow, Citrix, VMware, Omnissa, other key Microsoft Global Partners or similar ecosystem-driven organizations.
- Track record of transforming partner ecosystems into strategic growth engines.
Success metrics- Microsoft-sourced and Microsoft-influenced pipeline growth.
- Partner-sourced ARR.
- Marketplace revenue contribution.
- Strategic alliance-generated opportunities.
- Revenue growth in active ecosystem partners.
- Executive relationship expansion across Microsoft and key alliance partners.
Benefits and Incentives- Competitive Base and Incentive Plan
- Stock Options
- Health and Welfare Plans*
- Life and Disability Plans*
- Retirement Plan*
- Unlimited Flexible Paid Time Off, including your birthday off!
- Collaborative Team Culture
* Benefits for international employees, outside the US, vary by country.
LocationRemote, North America preferred.
TravelRequired. Significant travel across Microsoft offices, partner events, customer engagements, and industry forums.
Reports toChief Revenue Officer
