Director of Channel

Rev.io•Atlanta, GA

About The Position

Rev.io is hiring a Director of Channel to build and lead a channel program that generates recurring revenue for a growing B2B software company. The Director will establish the program structure, recruit partners, define commercial terms, and create the processes and resources partners need to sell successfully. This hands-on role combines program design with personally recruiting partners, supporting sales opportunities, and addressing barriers to growth. The Director will work closely with the Manager of Partnerships and leaders across Sales, Marketing, Product, Finance, and Client Success. The role includes developing a channel strategy and partner model; recruiting and activating referral partners, resellers, distributors, and technology partners; establishing repeatable processes and sales resources; owning channel pipeline and revenue; leading partner marketing and enablement; and measuring program performance. Success includes launching a program with clear commercial terms and operating processes, recruiting committed partners, converting onboarding into opportunities and sales, meeting agreed pipeline and revenue goals, and providing accurate forecasts and reporting. During the first 30 days, the Director will review products, customers, relationships, and channel activity; meet stakeholders and prospective partners; and recommend program structure and recruitment priorities. By days 31–60, the Director will secure agreement on commercial terms and goals, build essential processes, and begin recruiting. By days 61–90, the Director will launch the initial partner group, deliver training, begin joint selling, establish reporting and business reviews, and present early progress and next-quarter priorities.

Requirements

Experience building, launching, or substantially rebuilding a channel program in B2B software or a related technology business.
Demonstrated success recruiting partners and generating measurable partner-sourced pipeline and recurring revenue.
Established relationships within the MSP, reseller, distribution, telecommunications, or technology services markets.
Experience developing partner commercial terms, incentive structures, participation requirements, and joint business plans.
Working knowledge of partner onboarding, sales enablement, deal registration, revenue attribution, and channel conflict management.
Experience owning revenue targets, managing pipeline, and delivering reliable forecasts.
Strong negotiation and presentation skills, with the ability to work directly with executives and sales teams.
Ability to build processes and launch programs with a small team and limited resources.
Experience leading work across Sales, Marketing, Product, Finance, and customer-facing teams.
Strong organization and follow-through, including the ability to manage program priorities alongside active sales opportunities.
Proficiency with CRM platforms, spreadsheets, and sales reporting tools.
Willingness to travel for partner meetings, recruitment, conferences, and company events.

Nice To Haves

Experience with professional services automation, billing, payments, IT management, or software serving MSPs and technology service providers.
Experience launching reseller or distribution programs.
Familiarity with partner relationship management platforms, partner portals, and software marketplaces.
Experience establishing partner training, certification, advisory groups, or community programs.

Responsibilities

Assess existing relationships, products, target customers, and internal capabilities to identify channel growth opportunities.
Develop channel strategy, partner profiles, recruitment priorities, revenue goals, and launch milestones.
Define the partner value proposition, participation requirements, tiers, benefits, and performance expectations.
Work with Finance and leadership to develop referral fees, reseller margins, commissions, and other commercial terms.
Define responsibilities across Channel, Partnerships, Sales, and supporting teams.
Identify, recruit, evaluate, negotiate with, and launch referral partners, resellers, distributors, and technology partners.
Build a recruitment pipeline through existing relationships, direct outreach, industry events, and referrals.
Build relationships with partner executives, business owners, sales leaders, and sellers.
Establish partner onboarding and activation plans with clear commitments, deadlines, and sales activities.
Create repeatable partner recruitment, onboarding, training, deal registration, and ongoing support processes.
Develop partner sales playbooks, product training, qualification guides, and other sales resources.
Establish rules for opportunity ownership, lead routing, revenue attribution, and channel conflict resolution.
Define partner portal and reporting requirements and coordinate partner payment and commission processes with Finance.
Coordinate partner communication, relationship management, and follow-through with the Manager of Partnerships.
Own agreed targets for partner activation, qualified pipeline, and channel revenue.
Develop joint business plans with priority partners, including target accounts, sales activities, and revenue goals.
Participate in discovery calls, demonstrations, proposals, and deal strategy to help partners close business.
Coordinate selling activities between partners and internal sales teams; review pipeline, address stalled opportunities, and maintain accurate forecasts.
Expand productive partner relationships across additional sellers, customer accounts, and product offerings.
Work with Marketing on partner recruitment campaigns, co-branded materials, webinars, and joint campaigns.
Deliver partner training and represent the company at conferences, partner meetings, and industry events.
Gather partner feedback and work with internal teams to address product, process, and support needs.
Evaluate marketing and training activities based on participation, opportunities generated, and sales results.
Establish reporting to distinguish recruited, active, and revenue-producing partners and track onboarding, time to opportunity and sale, win rates, and partner revenue.
Review program costs, partner payouts, and revenue contribution with Finance; lead regular business reviews with priority partners.
Adjust program requirements, support, and investment based on results, and recommend staffing and systems needed to support growth.

Benefits

Generous HSA employer contribution
401k with generous company match and immediate vesting
Unlimited PTO
Paid parental leave
Company-paid life and disability insurance
Monthly tech reimbursement
Monthly fitness reimbursement
Education and development stipend
Time off to volunteer and company-level volunteer opportunities
Clear and documented career path
Open-door policy and opportunities to give feedback to leadership through recurring 1:1 sessions