Director - Channel Growth & Partner Strategy
About The Position
The Director of Channel Growth & Partner Strategy – North America is responsible for driving scaled partner revenue by aligning inside channel sales, partner programs, and channel operations into a single, high-performing ecosystem. This leader will oversee the Inside Channel Account Manager (iCAM) organization, while also owning the strategy, execution, and optimization of North America channel programs, partner incentives, and operational frameworks that enable partner growth at scale.The role requires a strategic operator who can blend sales leadership, partner strategy, and operational rigor to drive partner engagement, accelerate revenue, and improve the efficiency of the partner ecosystem. This leader will work cross-functionally with field sales, distribution partners, marketing, customer success, renewals, and operations teams to deliver a seamless partner experience and unlock scalable growth.
Requirements
- 12+ years of experience in channel sales, partner strategy, operations or sales leadership.
- Proven success leading inside sales or partner sales organizations.
- Experience building and executing channel programs and partner engagement strategies.
- Strong background in operational leadership, program management, or sales strategy.
- Experience working in a complex partner ecosystem with distributors, resellers, and strategic partners.
- Strategic thinker with strong execution and operational discipline.
- Ability to influence across sales, operations, marketing, and executive leadership.
- Strong analytical mindset with the ability to leverage data to drive decisions.
- Exceptional leadership and team-building capabilities.
- Strong communication skills with the ability to align large cross-functional organizations.
Responsibilities
- Channel Strategy & Partner Operations Define and execute the North America channel strategy aligned with corporate growth priorities.
- Drive programs and initiatives that accelerate partner activation, productivity, and revenue growth.
- Identify opportunities to scale partner engagement through inside channel coverage models.
- Align strategy with field sales leadership to ensure a “one-face-to-the-partner” experience.
- Leverage partner data and analytics to inform program optimization and partner segmentation.
- Oversee channel operational processes that support the partner ecosystem, including partner onboarding, program management, and operational governance.
- Partner with operations and technology teams to improve partner tooling, data visibility, and process efficiency.
- Drive operational discipline across partner programs, ensuring consistency, scalability, and accountability.
- Develop dashboards and reporting frameworks that provide clear insight into partner performance and program impact.
- Inside Channel Sales Lead and develop the North America Inside Channel Account Manager (iCAM) team responsible for supporting partner relationships and driving revenue through the channel.
- Establish clear performance expectations, revenue targets, and partner engagement models.
- Ensure the iCAM organization operates as a force multiplier for the field sales organization.
- Drive partner pipeline generation, enablement, and deal progression through inside channel coverage.
- Build a culture focused on accountability, collaboration, and partner success.
Benefits
- Incentive Bonus Plans
- Medical, Dental, Vision benefits
- 401K with Company Match
- 10 Paid Holidays
- Generous Paid Time Off Packages
- Employee Stock Purchase Plan
- Paid Parental & Family Leave
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
