The RoleWe're looking for our first VP of Strategic Partnerships & Channel Sales to design, launch, and scale Forward's partner ecosystem from the ground up. You will be responsible for designing, building, and scaling a world-class partner ecosystem that includes Managed Service Providers (MSPs), System Integrators, Commercial & Government Resellers, Technology and Strategic Partnerships.
What You'll Do- Architect our MSP/Systems Integrator strategy. Develop and execute partnerships with MSPs & Systems Integrators to ensure Forward is the preferred autonomous networking solution to support their customers.
- Lead our global channel strategy. Ensure that regional resellers and distributors are equipped with the technical and sales resources needed to identify and close "Land & Expand" opportunities.
- Develop strategic partnerships with key technology companies. Identify and cultivate relationships with complementary technical partners that supports product integrations and drives incremental revenue.
- Establish C-level relationships across top partners and act as the executive face of Forward within our partner ecosystem
- Design & manage our partner program. Build the foundations from scratch - tiering, margins and incentives, deal registration, co-sell motions, enablement, and the tooling needed to run it. Build partnerships where their teams can both sell and deliver our technology.
- Drive revenue. Partner closely with sales to drive sell-to and sell-through opportunities. Ultimately, own a partner-sourced and partner-influenced pipeline number and the closed revenue that follows
- Work cross-functionally. Work with Product, Sales, Operations, Finance & Marketing on various activities including partner-ready packaging, co-marketing and lead-gen, co-selling rules of engagement and partner enablement.
What We're Looking For- 12+ years in channel/partner sales, with at least 6+ years in leadership, including hands-on selling, not just program management.
- Proven experience build the channel & partner function - you've built or substantially scaled a channel & partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on.
- Consistent performance against partnergoals for revenue, pipeline generation and closed won conversion rates.
- An existing network of relevant partners and connections in your ecosystem that you can leverage across MSPs, Systems Integrators, Resellers and technology partners
- Builder / Architect mentality - You can move seamlessly from strategy to execution, driving real outcomes in the field. You bring the urgency, ownership, and accountability required to transform a partner function into a growth engine
- Strong cross-functional collaboration with product, marketing, and direct sales.
- Excellent communication - credible with both a partner's CEO and their reps in the field.
Nice to Have- Experience in Networking or Security tools.
- Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM).
- Experience navigating channel conflict in a company running both direct and indirect motions.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary is expected to be between $390,000/yr to $420,000/yr. The offered compensation may also include bonus and stock.
