Senior Commercial Counsel (Channel)

Zoom•San Jose, CA

9d•$124,000 - $271,200•Hybrid

About The Position

Zoom is looking for a Senior Commercial Counsel (Channel) to join our award-winning and dynamic-legal team. This role has a focus on channel programming and incentives and go-to-market initiatives, including supporting strategic partnerships and scalable channel contracting frameworks. It is an exciting opportunity for an attorney who thrives in an evolving, collaborative environment. This role will navigate Zoom's shift to a channel-first strategy, driving strategic deals and supporting cutting-edge innovation. This position reports to Associate General Counsel, Commercial (Channel). As Senior Commercial Counsel (Channel), you will serve as a trusted advisor to Zoom’s Channel and Partner teams, supporting our global partner ecosystem. You will also advise Zoom's Strategy/Business Development Organization. You will lead legal support for Zoom’s Service Provider partner programs. This includes drafting, reviewing and negotiating a wide range of channel and strategic partnership agreements. This role requires a leadership presence and a mix of legal acumen, business judgment, and the ability to work cross-functionally.

Requirements

JD from an accredited law school and active membership in at least one US state bar.
12+ years commercial transactions experience (which may be a combination of law firm and in-house legal department experience).
Deep experience with channel programs (especially program guides, terms and policies), incentives, and partner-led go-to-market motions.
Excellent familiarity with channel and partner agreements (reseller, distributor, referral, etc.).
Business judgment and ability to balance legal risk with business objectives in fast-moving commercial environments.
Experience supporting SaaS or cloud organizations, including channel-enabled sales motions.
Excellent communication skills, with a focus on building relationships and delivering practical, actionable advice.
Ability to manage multiple priorities in a dynamic environment.
Experience supporting SaaS or cloud organizations and related revenue recognition concepts and issues.
Highly responsive with a service-oriented attitude with the ability to give succinct, commercially-driven legal advice.
Works well independently and in a multidisciplinary team environment with good organizational and interpersonal skills.
Excellent work ethic and ability to multi-task, prioritize, and follow-through on numerous projects.
Sense of humor and ability to empathize and resolve conflicts.

Nice To Haves

Prior in-house experience at a SaaS, technology, or communications company.
Prior experience partnering closely with Product Legal, Product Marketing, Operations or Go-to-market teams to support channel-led product launches and program evolution.
Knowledge of privacy, antitrust, competition law, and channel compliance considerations.
Experience with artificial intelligence concepts, contract provisions, and counseling.

Responsibilities

Leading legal support for channel programs, incentives, and go-to-market initiatives, including program design, launch readiness, and ongoing optimization.
Reviewing and assisting in the creation and maintenance of Zoom’s partner program terms to ensure they are clear, scalable, and enforceable (e.g., program guides, participation agreements, and incentives).
Reviewing, drafting, and negotiating a variety of commercial agreements. These include master partner agreements, SaaS channel agreements (reseller and distribution agreements), referral and alliance agreements, data processing addenda and agreements, professional services agreements. In addition to statements of work, service schedules, support and service level terms, and other legal documentation.
Partnering with Product Legal, Sales, Operations and Partner teams to support the launch of new products for channel partners. Including drafting and reviewing launch-related terms, partner enablement materials, and program updates.
Providing practical guidance to business teams on interpreting and applying program terms, including dispute resolution and enforcement scenarios.
Creating and maintaining playbooks, templates, and contract workflows to drive efficiency and consistency across the partner ecosystem.

Benefits

As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways.

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