Job Description

Director of IT Channel Partnerships (Cloud Providers, Cybersecurity Vendors, Global Systems Integrators)

*Remote based – Northeast- NYC preferred

*Experience working in or with VAR, MSSP Vendors

Our client is seeking a Director of Channel Partnerships to lead and expand their strategic technology and channel partnerships. In this role, you’ll be responsible for managing and accelerating our relationships with key partners—including cloud providers, cybersecurity vendors, and global system integrators—while identifying new co-sell and go-to-market opportunities.

This is a high-impact, cross-functional role ideal for someone who thrives at the intersection of sales, marketing, and partner strategy, and who brings a proven track record of driving revenue through alliances.

Key Responsibilities

• Own and expand partner relationships with key technology vendors and strategic alliances (e.g., AWS, Microsoft, Cisco, Palo Alto Networks, Pure, Rubrik etc.)
• Develop and execute joint go-to-market (GTM) strategies, campaigns, and co-selling motions with alliance partners
• Collaborate with internal sales, marketing, product, and delivery teams to align alliance strategies with business goals
• Define and monitor joint business plans, performance metrics, and revenue goals with each partner
• Drive partner enablement activities including joint training, solution development, and field engagement
• Negotiate partner agreements, incentives, and MDF (market development funds) utilization
• Represent the company at partner events, conferences, and executive meetings
• Stay ahead of market trends and competitive landscapes across the partner ecosystem

Qualifications

• 7–10 years of experience in strategic alliances, partner management, or business development, ideally in the technology or cybersecurity sectors
• Deep understanding of enterprise sales cycles and the partner ecosystem (resellers, MSPs, hyperscalers, ISVs)
• Experience building GTM strategies with Fortune 500 technology partners
• Strong executive presence and ability to influence both internal and external stakeholders
• Proven ability to manage multiple complex projects in a fast-paced, high-growth environment
• Excellent communication, collaboration, and negotiation skills
• Bachelor’s degree required; MBA or equivalent a plus

Preferred Experience

• Prior experience working with a VAR/MSSP or SI or at top cloud or cybersecurity vendors (e.g., AWS, Microsoft, Google Cloud, Cisco, Palo Alto Networks)
• Familiarity with PRM tools, co-sell platforms, and alliance ecosystems
• Experience working in or with a VAR, MSSP, or consulting services business

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