Head of Channel - East

Rhombus•Charlotte, NC

9d•$180,000 - $220,000•Remote

About The Position

Rhombus is seeking a Head of Channel - East to own the strategy and execution of the channel organization. This role is responsible for building and scaling the channel business by developing strong relationships with key partners, expanding the partner ecosystem, and creating a repeatable channel motion that drives significant revenue growth. The Head of Channel will lead and develop a team of channel managers while also remaining hands-on with strategic partners and key opportunities. This position requires close collaboration with Sales, Marketing, Channel Operations, Channel Marketing, Product, and other cross-functional teams to ensure channel strategy aligns with company goals and that partners receive the necessary resources, enablement, and support to succeed.

Requirements

BA/BS or equivalent relevant experience
8+ years of partner/channel experience, preferably in physical security, with proven track record and results
Proven track record of scaling an existing channel business and driving revenue through partners
Experience managing and developing high-performing sales or channel teams
Self-sufficient and always looking for ways to improve and recommend new, scalable approaches
Player/Coach mentality — you’re comfortable setting the strategy while rolling up your sleeves to make it happen
Strong team player with demonstrated ability to develop cross-functional relationships
Ability to work in a fast-paced environment with minimal supervision, balance multiple priorities, and achieve deadlines
Effective relationship building, analytical, and problem-solving skills, with the ability to influence internal and external stakeholders
Strong communication, selling, and negotiation skills
Experience using Salesforce, PRM tools and MS Office

Nice To Haves

Experience launching channel programs in new international markets, including navigating import/export and regional certification requirements
Experience in physical security, SaaS, technology, or a related industry
Prior experience scaling a channel team

Responsibilities

Identify and recruit new channel partners in target geographies and verticals to expand market coverage.
Establish and track channel KPIs, pipeline, revenue performance, partner productivity, and other metrics to measure the health and growth of the channel business.
Maintain executive-level business relationships and serve as the primary point of contact for distributors and key regional partners, negotiating agreements and resolving conflict.
Work closely with sales, marketing, operations, engineering, product, and support to align channel efforts with company goals.
Bring a data-driven approach to prioritizing partners, investments, and growth opportunities.
Identify gaps in channel programs and continuously improve processes, incentives, and partner engagement.
Be responsible for all aspects of the overall company relationship with distribution and partners including revenue growth, new logo acquisition and business partner management.
Own and overachieve team revenue targets for total partner revenue going through channel partners as well as partner sourced net new logo opportunities and revenue.
Work closely with field & channel & sales teams to drive net new logo acquisition, upsell and cross-sell via distribution and channel partners.
Coach and develop a high performing team of channel account managers.
Report channel performance and KPIs.
Conduct performance and talent reviews for channel managers.
Partner with Legal to draft and negotiate distributor and partner agreements.
Work with Supply Chain and Operations to align channel demand and partner program changes.
Collaborate with Channel Account Managers to manage distributor related matters.
Develop knowledge of distribution partner priorities, industry trends, and landscape, Rhombus’ priorities, and Rhombus’ Technology and communicate value of the portfolios and solutions to better differentiate Rhombus from competitors.
Work with partner marketing to produce channel-ready collateral, one pagers, toolkits, case studies, demand generation initiatives and incentive programs to increase partner recruitment and enablement.
Onboard and conduct periodic sales/product training for new and existing distributors and partners.
Ensure partners are equipped to handle warranty claims, RMAs and technical support tiering.