# Director, Global Partner & Channel Strategy

**Company:** [Zello](https://hotfix.jobs/companies/zello)
**Location:** Austin, TX
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** enterprise mobility, channel strategy, partner ecosystems, oem partnerships, value-added resellers, co-selling, revenue pipeline generation, bundled programs, attach-rate programs, hardware refresh cycles, Pricing Strategy, product packaging, mdm ecosystems, Partner Enablement, partner incentive programs
**Posted:** 2026-03-09

> Leads the design and expansion of Zello’s global partner and channel ecosystem across OEMs, carriers, distributors, and resellers. The role owns indirect revenue growth, bundled and co-sell programs, partner strategy, and team development, requiring 7–10+ years in enterprise mobility or adjacent ecosystem roles.

## Job Description

## 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.

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