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Nasuni · 1 day ago

VP of Global Channels

Seattle, WA

Full-time

Hybrid

Director/Executive

12+ years exp

Nasuni is a company delivering a unified data platform for enterprises facing an explosion of unstructured data. They are seeking a Vice President of Global Channels to design and lead the transition to a channel-first organization, focusing on building channel strategies and executing go-to-market initiatives through various partners.

Cloud Data ServicesData StorageEnterprise SoftwareFile SharingInformation Technology

Growth Opportunities

Responsibilities

Develop and execute a comprehensive global channel sales strategy that aligns with overall company objectives and drives revenue growth through indirect sales channels

Drive channel initiatives that unlock new revenue streams

Stay ahead of market trends, competitive dynamics, and partner business models to continually refine strategy

Analyze global market trends, competitive dynamics, emerging technologies and geographic capacity to plan, identify and execute new channel opportunities

Identify and cultivate partnerships that support market expansion, vertical focus, and new solution offerings

Identify, recruit, and onboard new channel partners

Develop robust partner enablement programs to accelerate partner productivity and engagement

Drive pipeline generation, forecasting accuracy, and sales performance through the partner ecosystem

Work closely with marketing, product, customer success, finance, legal, and operations to ensure seamless execution of partner initiatives

Lead change management efforts across the organization to embed a channel-first mindset and ensure internal alignment on partner strategy

Design and deliver internal education programs and training to equip sales, marketing, product, and support teams with the knowledge and tools needed to work effectively with partners

Act as a change agent, working cross-functionally to evolve internal processes, policies, and culture to support a scalable partner ecosystem

Lead, mentor, and grow a high-performing global channel sales team

Foster a performance-driven and partner-first culture

Use data-driven insights to optimize channel performance, program investments, and partner engagement

Monitor and report on the performance of the GTM pipeline, making data-driven decisions to optimize results

Qualification

Channel strategy developmentPartner recruitmentChange managementGlobal channel managementData-driven decision makingInternal enablement programsExceptional communicationStrategic thinkingLeadership skillsCross-functional collaboration

Required

12+ years of experience in sales, with 7+ years in a leadership role focused on channel/partner sales in high-tech industries (cloud, cybersecurity, enterprise software)

Proven success in building and scaling partner ecosystems globally

Strong understanding of change management principles, internal stakeholder engagement, and organizational learning strategies

Experience developing and leading internal enablement and education programs

Exceptional communication, strategic thinking, and leadership skills

Bachelor's degree required; MBA or advanced degree preferred

Global Experience: Demonstrated success in building and managing channel ecosystems across multiple geographies (North America, EMEA, APAC, LATAM), with sensitivity to regional partner dynamics, regulatory requirements, and cultural differences

Willingness and ability to travel ~50% of the time (success will allow for this requirement to decrease to ~35% after the first 12-18 months) to meet with partners, customers, prospects, attend industry events, and build Nasuni's brand in the partner ecosystem