Vice President, Channel & Strategic Alliances

Bandwidth • Raleigh, NC

5h

About The Position

Bandwidth is seeking a Vice President of US channel and strategic alliances to determine how the company grows through partner relationships. The role leads the team responsible for recruiting, activating, and growing channel partners, while also building sell-with alliances that create joint opportunities and repeatable revenue. The VP owns the resulting pipeline and revenue and has executive support to develop the partner organization.

Requirements

• Bachelor’s degree with a business concentration.
• 15+ years leading channel, partner sales, strategic alliances, or indirect sales, with direct responsibility for revenue.
• Record of building and leading high-performing partner organizations.
• Experience scaling enterprise technology alliances, including co-selling and sell-with partnerships.
• Experience in a complex B2B technology business with several routes to market.
• Deep knowledge of the full partner lifecycle, from recruitment through revenue growth.
• Command of partner economics, compensation models, incentives, and program structure.
• Experience managing pipeline, forecasting, and revenue accountability for partner-sourced and partner-influenced business.
• Strong executive presence and negotiation skills, and a habit of working across sales, marketing, product, finance, and legal.
• Ability to maintain a deep understanding of sales pipeline, trends, and potential risk.
• Strong problem-solving and collaboration skills.
• Ability to influence thinking or gain acceptance from others in sensitive situations.
• Ability to lead a sales team in all areas of the sales cycle.
• Strong quantitative, analytical, and conflict-resolution abilities.

Nice To Haves

• MBA.
• Background in CPaaS, cloud communications, SaaS, or telecommunications.
• Established relationships with technology ecosystem partners, systems integrators, or enterprise services firms.
• History of turning a channel organization into a predictable revenue contributor.
• Direct partnership experience with Salesforce or a comparable platform.

Responsibilities

• Set the US channel and alliances strategy, including partner segments and markets to pursue, coverage models, and investment priorities.
• Build and lead the team, coaching managers and partner leads to recruit, activate, and grow partners with clear goals and accountability.
• Manage the partner lifecycle, including recruitment, registration, contracting, onboarding, enablement, and activation, and reduce the time it takes partners to reach a first deal.
• Improve partner productivity by assessing the partner base, prioritizing partners with the greatest revenue potential, and creating business plans to increase revenue per partner.
• Develop executive relationships and reciprocal sell-with motions with Salesforce and other technology, platform, and services leaders.
• Turn strategic alliances into joint go-to-market plans, account mapping, and pipeline programs used by both sales teams.
• Own partner-sourced and partner-influenced pipeline targets, forecasting, and reporting, tying programs and investments to commercial outcomes.
• Work across direct sales, Product, Marketing, Customer Success, Finance, Legal, and Sales Operations; establish clear rules of engagement and deal registration to reduce channel conflict.

Benefits

• 100% company-paid medical, vision, and dental coverage for employees and their families, with low deductibles and low out-of-pocket expenses.
• Four weeks of PTO for all new hires.
• PTO embargo that prohibits work interruptions during time off.
• Additional PTO can be earned through volunteer hours and Bandwidth challenges.
• Mahalo Moments program provides additional time off for significant life events.
• 90-minute workout lunches.
• Unlimited meetings with an in-house nutritionist.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive