Director, Partner Development, Global Distribution Sales & Partnerships
$270,000–$270,000 year
RemoteUnited States
Job Summary
Recruit, develop, and manage strategic partnerships across global distribution and partner ecosystems in the Americas region. Own channel strategy and end-to-end sell-with motions with assigned partners to maximize business potential. Develop and execute partner account plans with clear objectives, milestones, and measurable outcomes. Build partner readiness by positioning differentiated solutions, enabling partner teams, and supporting joint go-to-market programs. Co-develop and execute partner programs that drive customer acquisition, revenue growth, and market expansion. Manage partner-driven sales opportunities, including pipeline development, forecasting, customer wins, and revenue tracking. Lead partner business reviews with partner leadership teams and internal stakeholders. Serve as an internal advocate for assigned partners to help remove barriers to execution. Increase solution awareness and mindshare with partner executives, sales teams, and technical stakeholders. Communicate partner plans, progress, key developments, and lessons learned to internal leadership and cross-functional teams. This role requires 10+ years of experience in indirect sales and channel management, with a focus on cloud ecosystems including AWS, Microsoft, and Google. The position involves approximately 20% travel.
Required Qualifications
- 10+ years of experience in indirect sales, channel sales, partner development, alliances, or partner channel management
- Strong experience working with cloud and managed service providers
- Broad understanding of cloud markets, including IaaS, PaaS, SaaS, cloud management, compliance, and governance solutions
- Experience working with key partner ecosystems, including distributors, LSPs, MSPs, SIs, GSIs, Microsoft, Amazon Web Services, and Google Cloud
- Proven experience developing and executing partner-led business strategies, channel programs, and joint go-to-market plans
- Demonstrated ability to build pipeline, manage forecasts, drive customer wins, and generate partner-led revenue
- Experience closing complex sales and securing executive sponsorship with limited management involvement
- Strong executive presence with excellent written and verbal communication skills
- Highly organized, detail-oriented, and able to translate complex business requirements into actionable plans
- Self-starter with a strong bias for execution, ownership, and measurable results
- Bachelor's degree in Computer Science, Business, or a related field, or equivalent experience
- Approximately 20% travel
Desired Qualifications
- Strong background in partner development, channel sales, cloud alliances, or ecosystem sales within a cloud, SaaS, cybersecurity, cloud governance, cloud cost optimization, FinOps, compliance, or managed services environment
- Experience working with hyperscalers, cloud marketplaces, distributors, MSPs, SIs, GSIs, or enterprise technology partners
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