Director, Channel & Field Marketing
About The Position
The Director, North America partner and field marketing owns the strategy, budget, and execution for partner marketing, regional field marketing, and 8x8’s major industry tradeshows across North America. The role leads a team of channel and field marketing managers and contractors, partnering closely with sales, channel, and demand generation leaders to turn partner and field programs into measurable pipeline and bookings. This is a hands-on strategic leadership position focused on setting direction, developing people, and holding programs accountable to revenue goals. The position is remote in the United States and includes travel of up to 30% for tradeshows, partner meetings, and field events. The role reports performance, budget, and ROI to marketing and executive leadership on a regular cadence and uses AI-enabled tools to improve team efficiency, insight, and collaboration.
Requirements
- Bachelor’s degree in marketing, business, or a related field.
- 7+ years in partner, channel, or field marketing, including experience leading a team.
- Proven results running tradeshow and event programs at scale, including major industry events and sponsorships.
- Telecommunications industry experience, including direct work with technology solution distributors (TSDs) to build programs, drive partner-sourced pipeline, and grow revenue.
- Experience working with agents, resellers, and MSP or SI partners.
- Strong understanding of enterprise sales cycles, the buyer’s journey, and the channel business model.
- Strong financial skills, including budget ownership, MDF management, and ROI analysis.
- Metric-driven, with the ability to draw insight from complex marketing data.
- Proficiency with Salesforce, Marketo, and Google Workspace or Microsoft Office.
- Excellent communication and influence skills, with the ability to work with executives, sales leaders, and partners.
- Strategic, positive, and energetic, with a fail-fast mindset and a strong work ethic.
- Ability to travel up to 30% for tradeshows, partner meetings, and field events.
Nice To Haves
- Experience in SaaS, telecom, or the IT channel.
Responsibilities
- Own the North America partner and field marketing strategy, annual plan, and budget aligned to the regional go-to-market plan and pipeline targets.
- Lead and develop channel marketing managers, field marketing managers, and contractors; manage priorities, performance, and team structure.
- Build marketing relationships with strategic partners, including technology solution distributors (TSDs), agents, resellers, and system integrators, and create joint marketing plans that drive demand and incremental revenue.
- Drive programs to recover and grow TSD pipeline, increase partner-sourced pipeline, and recruit new partners.
- Own strategy and execution for major North America industry tradeshows and conferences, including event selection, sponsorship negotiation, budget, booth and meeting strategy, speaking opportunities, pre-event promotion, and post-event follow-up.
- Set ROI goals for events; measure pipeline, bookings, and cost per opportunity, and shift investment based on results.
- Lead regional field marketing, including integrated campaigns, executive events, roadshows, and account-based programs that create net-new opportunities and accelerate existing ones.
- Manage the market development funds (MDF) program and planning process, tying partner investments to results.
- Partner with channel sales, field sales, and BDR leaders to align activation plans to sales outcomes.
- Coordinate with demand generation, content, product marketing, and brand teams to ensure consistent messaging and customer-focused campaigns.
- Run partner enablement and communications, including campaign toolkits, the PartnerXchange portal, webinars, and partner meetings.
- Report performance, budget, and ROI to marketing and executive leadership regularly.
- Use AI-enabled tools to improve efficiency, insight, and collaboration across the team.
Benefits
- Certain roles are eligible for discretionary merit increases, bonus and/or stock.
- Certain roles have the opportunity to earn sales variable compensation incentives based on the terms of the plan and the employee’s role.
- Reasonable accommodation for individuals with disabilities in accordance with applicable laws.
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What This Job Offers
Job Type
Full-time
Career Level
Director
