Director, Channel Strategy
About The Position
The Director, Channel Strategy owns the multi-year analytical and strategic plan for the channel organization. This role analyzes the partner landscape, market and technology variables, AI impacts, competitive dynamics and aligns the channel plan with the corporate multi-year strategy to produce channel priorities, investment, and resourcing decisions, the Northstar for global and regional channel teams. The role also owns the interlock between channel and the functions it depends on, Product/CPO, Corporate Strategy, GTM Ops, Finance, and the Regions. The ideal candidate combines strategic rigor, external market fluency, and hands-on experience building financial models and crossfunctional business cases in a commercial or channel environment.
Requirements
- 15+ years in strategy consulting, corporate strategy, or channel/partner strategy roles
- Experience in competitive intelligence, market/industry research, or partner ecosystem analysis
- Experience building financial and investment models (ROI, capacity, unit economics) for commercial or channel organizations
- Experience designing KPI frameworks and executive scorecards
- Experience partnering with Product/CPO, Finance, and Regional leadership in a matrixed organization
- Background in channel, partner, GTM, or revenue operations strategy
Responsibilities
- Maintain a standing view of the partner ecosystem, industry direction, and competitor channel motions, and pressure-test the 3-year strategy against where the market is actually moving
- Bring an independent, externally informed point of view into every strategy review, not just a synthesis of internal priorities
- Build and maintain the 3-year channel strategy, operating-model evolution, and investment/return models (e.g., AFFO impact, capacity utilization, interconnect attach)
- Translate strategic priorities into a prioritized initiative portfolio with named owners and milestones
- Maintain the financial case for channel investment decisions, in partnership with Finance
- Partner with the Partner Solutions team to align partner archetype prioritization, RTM selection, and solution GTM strategy to the broader channel plan
- Ensure partner-ready product requirements are aggregated into a single backlog and represented with one voice to CPO/CDIO
- Support regional interlock process ensuring the Channel strategy is fully aligned with and integrated across the business
- Design and maintain the leading/lagging KPI framework across all teams (natural growth vs. channel-incremental)
- Own the standing interlock map, for every capability channel needs, document who owns it, what channel demands, and where channel builds only if a gap remains
- Convert open dependencies (Product/CPO roadmap commitments, Corporate Strategy/EOP alignment, regional validation cadence) into named asks with an owner and a date
- Escalate unresolved interlocks through steerco governance working with the operating system program manager
- Represent channel strategy in GTM Ops, CPO/CDIO, Corporate Strategy, and Finance planning forums
- Facilitate strategic planning workshops and alignment sessions across channel teams
- Build the fact base and narrative for executive-level strategic decisions
- Own all content required to tell the Channel strategy story effectively across all levels
Benefits
- Employee Assistance Program
- Health insurance
- Life insurance
- Disability insurance
- Voluntary plans
- Retirement plan
- Paid Time Off (PTO)
- Paid Holidays
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
