KODE Labs · 4 days ago
Director of Channel Partnerships
United States
Full-time
Onsite
Lead/Staff, Director/Executive
5+ years expKODE Labs, headquartered in Detroit, Michigan, is seeking to hire a full-time Director of Channel Partnerships to join our growing team in the United States. This role will play a key part in expanding our business through strategic channel partnerships, managing and scaling the channel partner program to drive revenue and enhance partner relationships.
Internet of ThingsSmart Building
Responsibilities
Develop a deep understanding of partner business models and needs (system integrators, BAS / controls contractors, service providers), and position KODE Labs’ software to help partners sell, deliver, and operate more efficiently
Translate KODE Labs’ software capabilities into clear, partner-ready value propositions that enable partners to win more projects, become more irreplaceable with their client base and generate recurring revenue
Identify, recruit, onboard, and develop channel partners aligned with KODE Labs’ channel go-to-market strategy, building long-term, mutually beneficial partnerships
Support partners throughout the sales cycle, from opportunity identification through deal close, acting as a strategic advisor to drive joint success
Lead regular partner business reviews to assess performance, pipeline, and growth opportunities, and ensure partners are progressing against agreed success metrics
Define, track, and report on channel performance, including partner engagement, pipeline, and revenue contribution, using data to drive continuous improvement
Oversee partner agreements and renewals; ensuring alignment, accountability, and long-term value for both KODE Labs and its partners
Lead and coach the channel partner management team, providing direction, structure, and support to effectively manage and grow partner relationships
Execute and continuously improve scalable processes for partner onboarding, enablement, and ongoing management
Work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alignment, clear ownership, and partner success across the organization
Represent KODE Labs in partner meetings, key accounts, and industry events as needed to strengthen relationships and expand the partner ecosystem
Qualification
Required
5+ years of experience in channel partnerships, sales, or strategic alliances
Proven track record of building and scaling successful channel partner programs
Strong understanding of controls lines and SaaS sales models and the channel partner ecosystem
Demonstrated ability to manage and grow senior-level partner relationships
Experience working cross-functionally with Sales, Marketing, Product, and Customer Success teams
Excellent communication, negotiation, and relationship-building skills
Strong analytical skills with the ability to use data to inform strategy and decision-making
Knowledge and experience in our industry and market
Ability to travel as needed to meet with partners and attend industry events
Bachelor's degree in Business, Sales, Marketing, or a related field
Benefits
Discretionary Bonus Program
Career Development Program
Comprehensive Health Insurance Package
Dynamic team and challenging projects
Flexible Paid Time Off
Welcoming and friendly work environment
Regular social events and activities
Company
KODE Labs
KODE is a vendor-agnostic building management platform that optimizes building systems.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$38.02MKey Investors
Maverix Private EquityI Squared Capital
2024-04-15Series B· $30M
2022-08-22Series A· $8.02M
Leadership Team
Edi Demaj
Co-Founder
E
Etrit Demaj
Co-Founder
Recent News
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