Director, Global Partner & Channel Strategy

Responsibilities

Global Channel Strategy

• Design and execute Zello’s global partner ecosystem strategy.
• Segment and prioritize OEMs, VARs, carriers, and distributors.
• Develop partner tiering, certification, and enablement frameworks.
• Define the global expansion roadmap for indirect revenue.

Revenue and Commercialization

• Own partner-sourced revenue targets.
• Build predictable partner pipeline generation.
• Establish programs with mobility OEMs and distributors.
• Create bundled and co-sell motions aligned with direct sales.
• Influence compensation structures and rules of engagement to avoid channel conflict.

Bundling and Ecosystem Integration

• Drive preload, packaging, and bundled SKU initiatives.
• Collaborate with Product on device integration, provisioning, and roadmap alignment.
• Work cross-functionally with Marketing on co-marketing and MDF strategies.
• Partner with Finance and Legal to structure scalable partner agreements.

Organizational Leadership

• Lead and scale a high-impact team.
• Influence sales leadership to align direct and indirect go-to-market motions.
• Build the foundation to eventually own all global indirect revenue.

Success Measures

• Within 6 months: Establish a North America partner strategy, define a co-sell motion with direct sales, formalize priority relationships, and create a predictable partner-sourced pipeline engine.
• Within 12 months: Launch structured partner incentive programs and achieve 30% of new pipeline sourced through partners.
• Within 24 months: Drive 50% of new revenue through partners, establish a global channel program, scale the team, and expand the international footprint.

Requirements

• 7–10+ years of experience in enterprise mobility, frontline technology, or adjacent ecosystem roles.
• Demonstrated success building or scaling a channel motion.
• Deep experience with frontline mobility deployments.
• Understanding of hardware refresh cycles.
• Experience structuring attach-rate or bundled programs.
• Strong commercial acumen with revenue accountability.
• Experience collaborating with direct sales organizations in co-sell environments.
• Ability to influence pricing, packaging, and product strategy.
• Significant experience and relationships with resellers in the frontline space.
• Two references who can speak to the listed requirements.

Nice-to-Haves

• Experience working at or closely with mobility OEMs such as Zebra, Samsung, Apple, or Honeywell.
• Experience with carriers and ISVs.
• Familiarity with MDM ecosystems.
• Experience negotiating OEM master agreements.
• Exposure to global partner programs.
• Early leadership experience managing teams.

Compensation and Benefits

• Competitive pay.
• Equity with significant upside.
• Benefits designed to support healthy, well-balanced employees.
• Flexible schedules and time off.
• Sabbatical after every five years of service.