Director of Channel Partnerships
Skills
- Proven experience building and scaling channel programs with measurable ROI
- Strong contract negotiation and partner management skills
- Experience delivering partner training and enablement
- Ability to co-sell and drive partner-sourced pipeline
- Deep knowledge of CMMC, NIST 800-171, DFARS and government contracting
- Proficiency with Microsoft 365 and Azure (Commercial, GCC, GCC High)
Responsibilities
- Design, launch, and manage a tiered channel program for distributors, resellers, integrators, consultants, and C3PAOs.
- Define partner tiers, incentives, enablement frameworks, and ROI metrics.
- Negotiate contracts, margins, and partnership terms to ensure mutual profitability and compliance.
- Develop and deliver partner training (virtual and in-person) across technical, compliance, and sales topics.
- Co-sell with partners and be directly accountable for partner-sourced qualified leads and closed opportunities.
- Maintain executive-level partner relationships and provide ongoing performance analysis and optimization recommendations.
- Represent the company at defense industry events and channel summits (approx. 50% travel).
- Provide market and competitive insights on CMMC, NIST 800-171, DFARS, and related frameworks to refine GTM strategy.
Education
- Bachelor’s degree in Business, Marketing, or related field (required)
- Master’s degree or advanced business credential (preferred)
Benefits
- Remote-first work environment
- Competitive salary within posted range
- Significant travel to partner sites and industry events (approx. 50%)
- Opportunities for professional development and industry engagement
- Equal Opportunity Employer
Average salary estimate
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