Director, Channel Programs

Overview

Job Description

Responsibilities

• - Define and lead the global business services channel strategy, including program design, partner segmentation, enablement frameworks, and performance tracking.
• - Serve as a hands-on contributor, directly managing key partner relationships and closing strategic deals.
• - Architect and refine new partnership structures that support global growth and scalable partner engagement.
• - Draft and negotiate commercial agreements, ensuring favorable terms while aligning with partner goals and internal policies.
• - Coach, develop, and manage a team of channel partnerships professionals, providing ongoing guidance and support to ensure team success.
• - Collaborate cross-functionally with Sales, Legal, Finance, Product, and Marketing to ensure smooth execution of partnership initiatives and go-to-market alignment.
• - Work closely with the broader channel team to ensure consistency in partner experience, communications, and operational excellence.
• - Establish and maintain a metrics-driven approach, tracking KPIs and reporting progress to senior leadership.
• - Champion best practices and repeatable playbooks, while cultivating a culture of accountability, innovation, and results within the partnerships team.

Required Skills

• - 8+ years of experience in partnerships, channels, or business development, including 2+ years managing a high-performing channel partnerships team with a revenue quota.
• - Experience leading referral and partnership programs or channel sales in a B2B SaaS or technology environment.
• - Proven success in drafting and negotiating complex commercial agreements and structuring scalable partnership models.
• - Strong strategic thinking with the ability to balance long-term planning and short-term execution.
• - Ability to coach and develop talent while also rolling up your sleeves to execute when needed.
• - Exceptional communication, stakeholder management, and cross-functional collaboration skills.
• - Comfortable operating in a fast-paced, high-growth environment with a global outlook.
• - Proficiency with CRM, PRM, and partner marketing tools such as Salesforce, HubSpot, and Crossbeam is a plus.

Benefits

• - Work from anywhere
• - Flexible paid time off
• - Flexible working hours (we are async)
• - 16 weeks paid parental leave
• - Mental health support services
• - Stock options
• - Learning budget
• - Home office budget & IT equipment
• - Budget for local in-person social events or co-working spaces