Channel Partnerships Lead
Skills
About the Role
You will build and scale partner ecosystems from the ground up, develop sell-with and sell-through motions with ISVs, systems integrators, and platforms, and create distribution across cloud and marketplace channels. You will structure and negotiate commercial agreements, influence partner and internal executives, design scalable partner-sourced revenue processes, identify AI-native partner programs, and work cross-functionally to turn relationships into repeatable revenue.
Requirements
- 3-5 years experience in account management, sales, business development, or sales engineering
- 2+ years experience in B2B channel partnerships
- Experience building partnerships from zero to meaningful revenue
- Experience with cloud providers and cloud marketplaces
- Experience working with ISVs and systems integrators
- Experience driving sell-with and sell-through partnership motions
- Experience negotiating commercial partnership agreements
- Experience with AI companies or AI ecosystem partner programs
- Ability to influence executive stakeholders
- Startup mindset and comfort operating with ambiguity
Responsibilities
- Build and scale the partner ecosystem from 0→1
- Develop sell-with and sell-through partnerships with ISVs, SIs, and platform companies
- Build distribution channels across cloud providers and marketplaces
- Structure and negotiate partner agreements and commercial frameworks
- Influence partner executives and internal leadership to drive joint strategy
- Identify and build AI-native partner programs
- Create scalable processes for partner-sourced and partner-influenced revenue
- Work cross-functionally to operationalize partnerships
- Turn relationships into repeatable revenue channels
Benefits
- Medical, dental, vision, life and AD&D insurance (US coverage details provided)
- Meaningful early-stage equity via stock option grants for full-time employees
- Flexible, trust-based paid time off meeting or exceeding local statutory vacation
- Company sponsored 401(k) plan in the US