# VP - Strategic Partnerships & Channel Sales

**Company:** [Forward Networks](https://hotfix.jobs/companies/forward-networks)
**Location:** Santa Clara, CA
**Role:** Business Development
**Salary:** $390k – $420k/yr
**Experience:** 12+ years
**Skills:** Channel Sales, Partner Program Development, Msp Partnerships, Systems Integrator Partnerships, Reseller Management, Strategic Partnerships, Deal Registration, Co-Sell Motions, Partner Enablement, Pipeline Management
**Posted:** 2026-06-11

> Design, build, and scale Forward Networks' partner ecosystem from scratch, owning MSP, SI, reseller, and technology partnerships to drive revenue. Requires 12+ years in channel/partner sales with 6+ years in leadership and proven experience building channel functions.

## Job Description

## What You'll Do

- Architect our MSP/Systems Integrator strategy. Develop and execute partnerships with MSPs & Systems Integrators to ensure Forward is the preferred autonomous networking solution to support their customers.
- Lead our global channel strategy. Ensure that regional resellers and distributors are equipped with the technical and sales resources needed to identify and close "Land & Expand" opportunities.
- Develop strategic partnerships with key technology companies. Identify and cultivate relationships with complementary technical partners that supports product integrations and drives incremental revenue.
- Establish C-level relationships across top partners and act as the executive face of Forward within our partner ecosystem.
- Design & manage our partner program. Build the foundations from scratch — tiering, margins and incentives, deal registration, co-sell motions, enablement, and the tooling needed to run it. Build partnerships where their teams can both sell and deliver our technology.
- Drive revenue. Partner closely with sales to drive sell-to and sell-through opportunities. Ultimately, own a partner-sourced and partner-influenced pipeline number and the closed revenue that follows.
- Work cross-functionally. Work with Product, Sales, Operations, Finance & Marketing on various activities including partner-ready packaging, co-marketing and lead-gen, co-selling rules of engagement and partner enablement.

## What We're Looking For

- 12+ years in channel/partner sales, with at least 6+ years in leadership, including hands-on selling, not just program management.
- Proven experience building the channel & partner function — you've built or substantially scaled a channel & partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on.
- Consistent performance against partner goals for revenue, pipeline generation and closed won conversion rates.
- An existing network of relevant partners and connections in your ecosystem that you can leverage across MSPs, Systems Integrators, Resellers and technology partners.
- Builder / Architect mentality — You can move seamlessly from strategy to execution, driving real outcomes in the field. You bring the urgency, ownership, and accountability required to transform a partner function into a growth engine.
- Strong cross-functional collaboration with product, marketing, and direct sales.
- Excellent communication — credible with both a partner's CEO and their reps in the field.

## Nice to Have

- Experience in Networking or Security tools.
- Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM).
- Experience navigating channel conflict in a company running both direct and indirect motions.

## Compensation

- Starting base salary expected between $390,000/yr to $420,000/yr.
- Compensation may also include bonus and stock.

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