Director of US Channel & VAR Partnerships (API/CPaaS)

Vonage

12d•$135,301 - $177,582•Remote

About The Position

Vonage is seeking a US-based strategic, growth-oriented, and process-driven Director of Global Channel & VAR Partnerships to architect, launch, and scale its new Value Added Reseller (VAR) ecosystem. This role is foundational to transitioning Vonage's partnership motion from high-touch relationship management to a 1-to-many, high-velocity revenue engine. The Director will be responsible for defining the global program framework, accelerating partner time-to-first-deal (TTFD), and commercializing Vonage's core API pillars through regional and boutique resellers worldwide. Initially, the focus will be on US VARs, with expansion to other countries planned after the US model is proven.

Requirements

8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors.
Proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch.
Deep comfort with API business models and communications technology.
Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.
Experience working within distributed teams across multiple geographies.
Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).
Legal authorization to work in the USA is required.

Nice To Haves

Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable.

Responsibilities

Design the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and rules of engagement to eliminate channel conflict.
Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings for VARs.
Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless onboarding, self-service technical enablement, and automated deal registration.
Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who wrap services around major cloud ecosystems.
Own the "Time-to-First-Deal" metric by building "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days.
Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling globally.
Recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated to programmatic, high-volume reseller portfolios.
Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.