Channel Partner Sales Director

Mirantis•Austin, TX

1d•Remote

About The Position

Mirantis is hiring a Director of Channel Partner Sales to own and rebuild our global channel strategy. This is a single-headcount, high-autonomy role reporting directly to the Vice President of Customer Success and Sales. The successful candidate will replace our current approach with a focused, partner-led motion centered on a small number of high-value partners rather than volume. This is a build role. You will inherit an existing partner footprint, assess it critically, and define what “good” looks like for Mirantis in the channel. You will have access to shared resources across Sales Engineering, Marketing, Product, and Customer Success, and you will be the single accountable owner for channel outcomes.

Requirements

8+ years in channel sales, alliances, or partner management at an enterprise software, infrastructure, cloud, or open-source company, with at least 3 years in a senior or leadership capacity.
Demonstrable track record of building or rebuilding a channel function at a company where direct sales was the dominant motion. Able to point to specific partners recruited and revenue sourced.
Deep familiarity with the Kubernetes, cloud-native, or enterprise infrastructure ecosystem, including the partners, competitors, and commercial models that operate within it.
Experience working across global and regional systems integrators, value-added resellers, and hyperscaler marketplaces, with a clear understanding of how each partner type generates revenue and what it takes to mobilize them.
Proven ability to operate as a standalone individual contributor with a strategic remit, comfortable orchestrating shared resources rather than managing a direct team.
Strong commercial judgment: partner economics, margin structures, deal registration, co-sell mechanics, and MDF return on investment.
Excellent executive communication; able to represent Mirantis credibly to partner C-suites.
Willingness to travel globally, approximately 30–40%.

Nice To Haves

Existing relationships with tier-one global systems integrators and/or hyperscaler partner organizations.
Experience at a company transitioning from founder-led or direct-led selling into a scaled partner motion.
Exposure to open-source commercial models and subscription-based software pricing.

Responsibilities

Build the channel strategy from first principles. Define target partner profile, tiering, economics, and rules of engagement with direct sales. Replace a broad, unfocused approach with a measurable plan concentrated on a small number of partners.
Rationalize the existing partner base. Assess current partners on fit, capability, and revenue contribution, and make clear keep, invest, or exit decisions.
Design the partner programme. Tiers, margins, MDF, deal registration, incentives, enablement paths, and certification, calibrated to Mirantis’ size and stage.
Identify and land a small number of strategic partners across global and regional systems integrators, value-added resellers, and cloud hyperscaler marketplaces (AWS, Azure, GCP), prioritized by where Mirantis’ Kubernetes proposition creates genuine partner economics.
Own the full partner lifecycle end to end: recruitment, onboarding, enablement, joint go-to-market planning, pipeline generation, co-selling, and quarterly business reviews.
Build executive relationships at priority partners and broker the right internal connections at Mirantis across product, engineering, and the executive team.
Carry a channel-sourced and channel-influenced revenue number with clear quarterly targets.
Orchestrate shared resources — Sales Engineers, marketing, product marketing, and field sales — to support partner-led opportunities without requiring dedicated channel headcount.
Work closely with direct sales leadership to define clean rules of engagement, avoid channel conflict, and ensure partners act as a force multiplier rather than a point of friction.
Drive Mirantis’ presence and transactability on hyperscaler marketplaces, and build co-sell motions that leverage committed cloud spend.
Partner with product and alliances teams on joint solutions that differentiate Mirantis within the Kubernetes and cloud-native ecosystem.