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Company

CloudZero · 7 hours ago

Director, Channel Development

Boston, MA

Full-time

Remote

Director/Executive

7+ years exp

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Responsibilities

Develop and maintain relationships with key channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners, acting as the primary point of contact for these partners.

Ensure alignment between partners and CloudZero’s business objectives, focusing on cloud cost intelligence solutions and business growth.

Lead the recruitment, onboarding, and enablement of new partners into the CloudZero ecosystem across all partner types.

Drive new revenue opportunities through partner-sourced and partner-influenced sales across the channel ecosystem.

Develop and manage joint business plans with strategic partners to achieve defined sales targets and accelerate CloudZero’s go-to-market activities.

Collaborate with internal teams (sales, marketing, product) to craft a comprehensive channel sales strategy, focusing on market expansion and business development across all partner categories.

Work closely with regional and field sales teams to identify mutual prospects, resulting in a growing partner-sourced pipeline that contributes to CloudZero’s revenue goals.

Develop enablement plans tailored to each partner type, ensuring that partners have the tools, training, and support to effectively promote and sell CloudZero’s products and services.

Establish thought leadership with key partners by aligning their go-to-market strategies with CloudZero’s platform and products.

Drive joint marketing initiatives, co-sell campaigns, and executive relationship-building to ensure mutual growth, with specific focus on consulting and equity partners.

Develop strategies for expanding CloudZero’s presence in new geographical regions and verticals, leveraging all partner categories to penetrate untapped markets.

Identify and execute strategies for recruiting new partners while deepening relationships with existing partners to support market expansion goals.

Track, analyze, and report on partner performance to assess progress against revenue and growth goals.

Conduct regular business reviews with partners, using QBRs and scorecards to evaluate performance and implement corrective actions where necessary.

Collaborate closely with CloudZero’s internal teams, including sales, marketing, product, and finance, to ensure alignment and scale channel operations.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Channel SalesBusiness DevelopmentPartnership ManagementCloud ComputingRevenue GrowthAWSGCPAzureCloud Cost ManagementFinOpsGo-to-Market StrategiesStrategic ThinkingRelationship BuildingCustomer Focus

Required

Minimum of 7-15 years of experience in channel sales, business development, or partnership management within the technology or cloud computing industry.

Deep experience with Presidio and/or AHEAD/CDI.

Proven track record of driving revenue growth through channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners.

Experience managing and enabling channel partner ecosystems, with a focus on recruiting, onboarding, and developing new partners.

Experience with cloud computing platforms (AWS, GCP, Azure) and understanding of cloud cost management and FinOps is highly desirable.

Strong strategic thinking and analytical skills to identify and evaluate partnership opportunities across diverse partner categories.

Excellent communication, negotiation, and relationship-building skills, with the ability to collaborate with internal and external stakeholders at all levels.

Ability to develop and execute go-to-market strategies in collaboration with sales and marketing teams.

Knowledge of cloud cost management, FinOps, and cloud-native technologies.

Demonstrated ability to lead initiatives and build strong partnerships across multiple categories to achieve strategic goals.

Creative thinker with the ability to develop innovative approaches to partnership development and revenue generation.

Strong commitment to improving partner and customer experiences, ensuring alignment with CloudZero’s value propositions.

Focus on delivering measurable outcomes through partner engagement and revenue growth.