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FlavorCloud · 1 month ago

Director of Channel Partnerships

United States

Full-time

Remote

Director/Executive

8+ years exp

FlavorCloud is a venture-backed growth stage start-up in the global shipping and cross-border e-commerce space. The Director of Channel Partnerships will build and scale the partner ecosystem, focusing on strategy, partner sales, and co-marketing to drive merchant adoption.

E-CommerceLogisticsRetail TechnologyShippingTransportation

No H1B

Responsibilities

Co define and own FlavorCloud’s global channel partnership strategy, prioritizing e-commerce platforms, agencies, solution integrators, 3PL networks, ERPs, and technology alliances

Identify and develop new partnership that can unlock scalable merchant acquisition, similar to platform ecosystem models at Shopify and solution partner frameworks at Microsoft

Build a multi-tier partner program including incentives, enablement, certification, and co-selling structures

Source, negotiate, and execute new high-impact partnerships across e-commerce platforms, 3PLs, shipping and warehouse tech, global payment providers, and global agencies

Manage executive-level relationships with top partners; drive joint business reviews, co-selling motions, product roadmapping, and GTM alignment

Ensure partners are successful and scaling adoption of FlavorCloud through strong onboarding, technical enablement, and ongoing engagement

Own channel-attributed revenue targets; develop forecasting and pipeline models

Create partner-led playbooks for growth including co-selling models, and referral frameworks that accelerate merchant acquisition

Collaborate closely with Sales, Marketing, and Customer Success to operationalize partner motions across the customer lifecycle

Work with Product and Engineering to define integration requirements, prioritize partner-requested features, and ensure successful deployment of new platform or app experiences

Represent partner voice-of-customer insights internally, contributing to FlavorCloud’s product and ecosystem roadmap

Build end-to-end co-marketing programs: joint campaigns, webinars, case studies, marketplace listings, events, and partner enablement content

Work with Marketing to develop scalable partner marketing toolkits and launch playbooks

Create repeatable frameworks for partner onboarding, certification, and performance measurement

Implement partner management tooling, dashboards, and KPIs to track partner lifecycle metrics and attribution

Ensure all partnership agreements meet compliance, data security, privacy, and operational standards

Qualification

Channel partnershipsE-commerce platformsStrategic alliancesBusiness developmentAPI-driven integrationsOperational rigorCross-functional collaborationNegotiation skillsStrategic thinking

Required

8+ years of experience in channel partnerships, strategic alliances, business development, or ecosystem development in SaaS, e-commerce, logistics, or related B2B tech

Demonstrated success building or scaling partner ecosystems at high-growth technology companies (experience with Microsoft, Shopify, Amazon, logistics platforms, or similar ecosystems is ideal)

Proven track record of driving revenue through partners, co-selling motions, platform integrations, and multi-stakeholder GTM programs

Strong executive presence with the ability to negotiate, influence, and build deep relationships at senior levels

Experience collaborating cross-functionally with engineering, product, sales, marketing, and operations teams

Exceptional strategic thinking, structured problem-solving, and operational rigor

Experience with e-commerce platforms, shipping/logistics, customs, or global trade compliance ecosystems

Background in API-driven product integrations or technical partner enablement

Ability to thrive in a fast-moving startup while bringing enterprise-grade partnership discipline