National Channel Director, Strategic Partner Development – SI/VAR

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a National Channel Director, Strategic Partner Development - SI/VAR based in the United States.

This is a senior, high-impact channel leadership role focused on accelerating growth through Systems Integrators, Value-Added Resellers, and strategic technology partners. You will define and execute a national partner strategy while building influential relationships across major enterprise technology ecosystems. The role combines strategic business development, partner engagement, revenue generation, and go-to-market execution. You will create new routes to market, develop joint business plans, and position connectivity and infrastructure solutions within partner portfolios. Working across Sales, Marketing, Product, Operations, and executive leadership, you will mobilize resources around high-value opportunities. As an emerging growth initiative, the role offers significant autonomy to shape scalable programs and directly influence long-term commercial growth. This is a remote U.S.-based opportunity with national travel as business needs require.

Accountabilities

• Develop and execute a national growth strategy for Systems Integrators, Value-Added Resellers, and other strategic technology partners, aligning partner capabilities with broader business objectives.
• Build and maintain executive and operational relationships within targeted partner organizations, positioning the portfolio as a preferred infrastructure and connectivity solution.
• Create joint business plans, account strategies, co-selling initiatives, and customer engagement programs that generate partner-sourced and partner-influenced revenue.
• Identify new partnership opportunities, emerging routes to market, and complex enterprise opportunities that can support sustainable business growth.
• Lead strategic opportunities directly or coordinate with Channel Managers, Direct Sales, and other commercial stakeholders to maximize partner-led revenue.
• Design and deliver partner enablement initiatives that increase solution awareness, strengthen the value proposition, and improve partner effectiveness.
• Collaborate with Marketing and Product teams on campaigns, events, messaging, sales tools, and other go-to-market initiatives.
• Serve as a trusted strategic advisor to key partners while gathering market intelligence and partner feedback to inform future business priorities and investments.
• Coordinate internal resources across Sales, Channel, Marketing, Product Management, Operations, and executive leadership to ensure successful partner and customer engagements.
• Establish measurable objectives with strategic partners, conduct regular business reviews, and provide leadership with visibility into partner performance, pipeline development, and strategic initiatives.

Requirements

• 8+ years of experience in channel sales, business development, strategic partnerships, alliance management, or enterprise technology sales, with a strong record of commercial achievement.
• Demonstrated success developing relationships with national Systems Integrators, VARs, technology solution providers, or comparable strategic partners.
• Experience developing go-to-market strategies, partner programs, joint business plans, and business development initiatives.
• Proven ability to establish executive-level relationships and influence senior stakeholders across complex organizations.
• Strong understanding of enterprise technology sales, indirect channel models, and partner-led growth strategies.
• Excellent communication, presentation, negotiation, influencing, and relationship-management capabilities.
• Entrepreneurial mindset with the ability to build new routes to market, operate with autonomy, and turn emerging opportunities into scalable programs.
• Experience in telecommunications, networking, cloud, infrastructure, security, managed services, or adjacent technology markets is preferred.
• Existing relationships with major national technology solution providers or similar strategic partners are highly valued.
• Experience leading complex enterprise business development initiatives and launching new strategic partner programs is preferred.
• Willingness and ability to travel nationally according to business requirements.

Benefits

• Estimated base salary of $115,000-$145,000 USD annually.
• Eligibility for a discretionary annual incentive plan and/or sales incentive plan, depending on role eligibility.
• Excellent health, dental, and vision insurance.
• Retirement benefits, including a 401(k) savings plan.
• Generous paid time off.
• Paid parental leave.
• Life and disability insurance options.
• Remote work flexibility within the United States.
• Opportunity to shape an emerging strategic growth initiative with significant autonomy and executive visibility.
• Collaborative, inclusive, and results-oriented environment focused on customer impact, teamwork, and professional growth.