Director of Channel Partnerships

What you'll do

• Build joint-selling status and marketplace presence with major cloud providers, and encourage their field teams to sell alongside the company.
• Support marketplace deals, review cloud spending and commitments, and advise executives on partnerships and spend allocation.
• Create partner training and sales materials, track enablement and revenue metrics, and collaborate across teams to grow channel pipeline.

What they ask for

• Typically five to eight or more years in partner-facing cloud ecosystem roles.
• Hands-on experience at or alongside a major cloud provider, ideally supporting software vendors.
• Working knowledge of joint selling, negotiated private deals, committed cloud consumption, and cloud marketplace sales.
• Experience generating measurable partner revenue; familiarity with enterprise sales cycles and partner-led go-to-market approaches.

Nice to have

• Comfort with partner portals, learning management systems, and enablement tools.
• Previous work at a major cloud provider with independent software vendors.

Pay

USD 200,000 to 275,000 per year (base salary)

Tools

partner portals, learning management systems

AI focus

Exposure to AI is sought; the role does not specify AI-related duties.