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OpenRouterOpenRouterUnited States

Channel Partnerships Director

Build and scale OpenRouter's indirect sales motion as the first Channel Partnerships Director. Own global strategy across cloud marketplaces, GSIs, distributors and resellers; recruit partners, drive co-sell and marketplace revenue, build executive relationships, and later hire/lead a partnerships team.

Salary not listed
Remote7+ YOEPartnerships

About the role

Key Responsibilities

  • Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners.
  • Establish OpenRouter's presence on major cloud marketplaces, optimize listings, enable co-sell motions with hyperscaler sales teams, and drive private offers and marketplace transactions.
  • Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers.
  • Work closely with partner sales teams and OpenRouter's Account Executives to identify opportunities, support deal cycles, and close partner-sourced business.
  • Build and maintain executive-level relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve conflicts.
  • Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks.
  • Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions.

Qualifications

  • 7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company.
  • Proven track record in building indirect sales programs from early stages.
  • Experience hiring, developing, and managing partnerships teams across multiple channel types (marketplaces, system integrators, distributors, resellers).
  • Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure).
  • History of achieving significant partner revenue targets (30%+ of company revenue through indirect channels).
  • Executive presence with the ability to build relationships at the C-level and manage QBRs.

Nice to Haves

  • Background in AI/ML, developer tools, or API infrastructure partnerships.
  • Existing relationships with enterprise GSIs (Accenture, Deloitte, Capgemini) and hyperscaler partner organizations.
  • Technical fluency to discuss API integrations and joint technical architectures.
  • Has been a first partnership hire for a startup.

Skills

channel partnershipsalliancespartner developmentcloud marketplacesAWSGCPAzuresystem integratorsdistributorsresellershyperscaler salesQBRsAI/MLapi infrastructure

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