Join the Squad | Now Hiring a Partner Channel Sales Director

Marlabs • Indianapolis, IN

11h • Remote

About The Position

Marlabs is hiring a Partner Channel Sales Director to build, scale, and lead a high-performing partner ecosystem that supports revenue growth and market expansion. The role combines strategic planning and operational execution, including establishing channel structure, developing partner programs, and engaging directly with partners. The position is remote in the U.S. and follows a flexible EST schedule.

The director will align partner strategies with broader go-to-market initiatives and build value-driven relationships that produce measurable business outcomes. The role requires a proven track record recruiting, enabling, and managing partners across major technology ecosystems, including Microsoft, Google Cloud, AWS, Salesforce, Anthropic, OpenAI, Databricks, and Snowflake.

Requirements

• At least 8 years of experience in channel sales or partner management, including leadership responsibilities.
• Proven success building and scaling partner ecosystems that drive measurable revenue growth.
• Strong understanding of channel sales models, such as VARs, MSPs, alliances, and OEM partnerships.
• Experience working cross-functionally with sales, marketing, and go-to-market teams.
• Demonstrated ability to design and execute partner programs, incentives, and joint go-to-market strategies.
• Strong negotiation, communication, and relationship management skills.
• Experience with CRM and partner management tools, such as Salesforce and PRM platforms, and a data-driven approach to decision-making.
• Prior partnership experience with major ecosystems is required, including AWS, Snowflake, Databricks, Google Cloud (GCP), Microsoft, Salesforce, and Anthropic/OpenAI.

Responsibilities

• Execute a channel and partner strategy aligned with revenue and growth objectives.
• Build and manage partner programs, including incentives, tiering structures, and performance frameworks.
• Identify, recruit, onboard, and enable strategic partners, including resellers, integrators, and alliance partners.
• Work with sales leadership to integrate partner-driven opportunities into pipeline development and forecasting.
• Partner with marketing teams on joint campaigns, demand generation, and co-branded programs.
• Lead partner enablement, including training, certifications, and sales playbooks.
• Negotiate partnership agreements and manage ongoing partner relationships.
• Attend industry and partner events, analyze market trends and ecosystem opportunities, and refine and expand the partner network.
• Establish and track KPIs, including pipeline contribution, partner revenue, engagement, and ROI, to optimize performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed