Senior Director, Channel Partnerships

Centrilogic•Toronto, ON

23h•Hybrid

About The Position

Centrilogic is a global provider of IT Transformation solutions that empower organizations to realize their full digital potential. Founded in 2007 and headquartered in Toronto with regional offices across Canada, the United States, and the United Kingdom, Centrilogic delivers resilient, end-to-end digital solutions that help mid-market and enterprise companies reshape the role of their technology platforms as business-driving assets. Centrilogic's capabilities span datacenter colocation, cloud architecture, application modernization, data and analytics, cybersecurity, and generative and agentic AI. The company serves more than 700 customers globally, supported by a team of 150+ Microsoft-certified professionals including three Microsoft MVPs. In December 2025, Centrilogic became one of fewer than 1% of Microsoft partners worldwide to achieve all six Microsoft AI Cloud Partner Program Solution Designations — a distinction that positions Centrilogic among an elite tier of partners across the global Microsoft ecosystem.

Requirements

10+ years in partnerships, alliances, or channel leadership, with 4+ years in senior roles
Deep, hands-on experience managing a Microsoft partner relationship in a managed services provider (MSP), system integrator (SI), or cloud solution provider (CSP) context — including direct experience managing Microsoft Partner Center, Partner Capability Score optimization, and incentive program enrollment and claims.
Proven success in capturing funding and driving co-sell motions
Strong understanding of Microsoft's six Solution Designation areas and the role that Advanced Specializations play in gating ECIF and PDM engagement.
Experience managing at least two or more of the secondary partner ecosystems listed (Oracle, HP/HPE/Aruba, Cisco, Fortinet, Anthropic) at a program or alliance level.
Demonstrated cross-functional leadership (sales, delivery, marketing)
Strong executive stakeholder management and commercial acumen
Ability to travel up to 25%
Eligibility to work in Canada or the U.S.

Nice To Haves

Toronto-based or able to travel regularly
Familiarity with AI ecosystems (Copilot, Anthropic)
Experience with Azure Expert MSP or advanced Microsoft partner programs
Knowledge of HPE GreenLake, Cisco security/networking, or Fortinet MSSP
Experience with partner attribution tools (PAL, DPOR, CPOR)
MBA or equivalent

Responsibilities

Own and evolve Centrilogic’s Microsoft AI Cloud Partner Program relationship, including Partner Center operations and Solution Designation performance.
Maximize funding and incentive capture (ECIF, Azure Accelerate, PEC, CSP, Copilot, Security), targeting $1M+ in annual incentive capture.
Drive co-sell pipeline through engagement with Microsoft field sellers and Partner Development Managers.
Strengthen presence across SME&C and Enterprise segments, particularly expanding U.S. engagement.
Driving co-sell motions with Microsoft field sellers and Partner Development Managers (PDMs), registering qualified opportunities, building a robust co-sell pipeline, and ensuring Centrilogic is consistently visible to the Microsoft field as a preferred partner for AI, cloud, security, and modernization engagements.
Leverage Microsoft technical and funding resources (workshops, FastTrack, assessments) to accelerate client outcomes.
Manage MDF and joint marketing initiatives.
Optimize attribution (PAL, DPOR, CPOR) to ensure full recognition and eligibility.
Maintain and expand Advanced Specializations aligned to AI, Security, and Infrastructure.
Track and communicate Microsoft program updates and opportunities across leadership.
Manage Centrilogic's relationships with its other key technology partners, ensuring program compliance, funding capture, and client benefit across each: Oracle, HP/HPE/Aruba, Cisco, Fortinet, Anthropic (Claude Partner Network).
Develop and own an annual Partner Investment Plan that maps each partner's available funding, technical resources, talent programs, and go-to-market vehicles to Centrilogic's client service areas and growth priorities.
Build and maintain a centralized partnership intelligence function that tracks program calendars, claim deadlines, SOW qualification language, and eligible deal types for all active partner programs.
Ensure that Centrilogic's client delivery teams understand and leverage partner-funded workshops, assessments, implementation support, and co-funded services as standard tools in client engagement design.
Identify and pursue new partner relationships or expanded program tiers where there is a clear business case aligned to Centrilogic's service roadmap.
Represent Centrilogic at key partner events including the Microsoft SME&C and Enterprise Sales & Partner Summits, Cisco Live, HPE Discover, and Fortinet Accelerate, maintaining executive relationships with partner alliance teams.
Work closely with the sales leadership team to integrate partner resources into client proposals and business development efforts, ensuring that funding and co-sell opportunities are identified and captured early in the sales cycle.
Collaborate with delivery and professional services leadership to ensure partner technical resources, certifications, and funded services are built into engagement planning and SOW design.
Partner with Marketing on joint demand generation activities, co-branded content, partner-funded events, and MDF utilization.
Work with HR to ensure that appropriately skilled and certified resources are tracked across the organization, that certification requirements for maintaining partner qualification status are clearly communicated and monitored, and that Centrilogic’s workforce planning supports the ongoing improvement of its PCS and partner designations.
Report to the CRO (or CEO until the CRO is hired) on the commercial value of the partner portfolio, including funded investments captured, pipeline influenced, and client value delivered through partner programs.
Directly manage and develop the IT & Partner Programs Administrator, Centrilogic’s dedicated resource for Microsoft program operations — including attribution management, incentive claim tracking, PCS monitoring, and Partner Center administration. The Sr. Director will set the direction and priorities for this role and be accountable for its output.