Director, Channel Partnerships

Chainalysis • New York, NY

21h

About The Position

The Business Development & Partnerships team plays an important role in Chainalysis' go‑to‑market strategy by building and scaling the ecosystem that surrounds the company, including technology alliances, services partners, system integrators, and resellers. The team is responsible for identifying and developing inorganic growth opportunities, unlocking new routes to market, and fostering a diverse partner ecosystem to amplify reach and simplify customer acquisition and deployment of Chainalysis products. The Director, Global Channel Partnerships will be responsible for designing and leading the global channel partner strategy and team. This involves building a structured, global channel program focused on enabling resellers, VARs, distributors, MSPs, and systems integrators to extend Chainalysis' reach into key customer segments, and will be foundational to scaling indirect revenue across regions.

Requirements

• Proven experience owning and scaling a channel partner motion for a technology company, including responsibility for partner strategy, program design, and execution.
• Hands‑on experience working with resellers, VARs, distributors, MSPs, and/or systems integrators as core GTM routes (not just one‑off deals).
• A track record of designing partner programs (tiers, incentives, enablement, performance metrics) that drove measurable increases in partner‑sourced revenue.
• Demonstrated people leadership experience - setting goals, coaching channel or partner managers, and holding the team accountable to outcomes.
• Strong commercial and operational acumen - comfortable with margin structures, rebate and incentive design, deal governance, and conflict resolution between direct and indirect motions.
• Experience collaborating closely with regional sales leadership and RevOps to define attribution, dashboards, and forecast processes for partner contribution.
• Strong technical acumen around blockchain technology, with the ability to quickly learn Chainalysis products and turn that knowledge into effective enablement for channel partners.
• Excellent communication skills, with the ability to influence at executive level (internally and at partners), simplify complex GTM concepts, and align multiple stakeholders on a clear plan.

Nice To Haves

• Background partnering within crypto, financial services, public sector, or cybersecurity industries.
• Experience with PRM / deal registration tools and account mapping platforms
• Experience building channels in an environment where direct sales and indirect routes to market must coexist and be carefully governed.
• Comfort working across time zones with EMEA and APAC.

Responsibilities

• Build and execute the global channel strategy and program for Chainalysis, with a primary focus on resellers, VARs, distributors, MSPs, and SIs that extends our reach across target markets across crypto, financial services and public sector industries.
• Develop and roll out a scalable channel partner program (tiers, requirements, benefits) that incentivizes partners to source, influence and close new business.
• Hire, lead, and develop a small team of regional channel managers across the Americas, EMEA, APAC who will own day‑to‑day execution with local partners.
• Define and track partner-sourced and partner‑influenced pipeline and revenue in collaboration with RevOps, and use data to guide investment, prioritization, and quarterly business reviews.
• Design and deliver partner enablement on Chainalysis products and how to sell them – including ICPs and use cases, sales plays, how to qualify and register opportunities, co‑sell workflows, and objection handling.
• Partner closely with Sales, RevOps, Marketing, and Product to define how channel partners fit into our core growth motions.
• Establish governance cadences with strategic partners (joint business plans, QBRs/EBRs, pipeline and performance reviews) and with internal stakeholders.
• Collaborate with Legal and Finance to structure scalable commercial frameworks and standard terms (discount/margin structures, referral or rebate mechanisms, and deal‑desk guidelines) that work across regions.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 251-500 employees