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Jobs · Business Development · Texas

Director, Global Partner & Channel Strategy

Zello · Austin, TX · 1 mo ago
HybridBusiness DevelopmentFull-time

About the role

Zello is a voice-first communication platform that improves collaboration and productivity for desk-less workers. We are the #1 rated push-to-talk app in the world, delivering 9 billion messages a month. This role is critical for scaling our global indirect revenue engine.

Opportunity

We are looking for a Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine. This is not a traditional partner management role. This leader will design and operationalize a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with the mandate to drive 50% of new revenue through partners within a few years.

What You’ll Own

  • Global Channel Strategy (Starting in North America)

  • Design and execute Zello’s global partner ecosystem strategy

  • Segment and prioritize OEMs, VARs, carriers, and distributors

  • Define global expansion roadmap for indirect revenue

  • Own partner-sourced revenue targets

  • Build predictable partner pipeline generation

  • Create bundled and co-sell motions aligned with direct sales

  • Influence compensation structures and rules of engagement to avoid channel conflict

  • Bundling & Ecosystem Integration

  • Drive preload, packaging, and bundled SKU initiatives

  • Collaborate with Product on device integration, provisioning, and roadmap alignment

  • Work cross-functionally with Marketing on co-marketing and MDF strategies

  • Partner with Finance and Legal to structure scalable partner agreements

  • Organizational Leadership

  • Lead and scale a high-impact team

  • Influence sales leadership to align direct and indirect GTM motions

  • Build the foundation to eventually own all global indirect revenue

Required

  • 7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem roles

  • Demonstrated success building or scaling a channel motion

  • Deep experience with frontline mobility deployments

  • A solid understanding of hardware refresh cycles

  • Experience structuring attach-rate or bundled programs

  • Strong commercial acumen with revenue accountability

  • Experience collaborating with direct sales organizations in co-sell environments

  • Ability to influence pricing, packaging, and product strategy

  • Significant experience and relationships with Resellers in the frontline space

  • Two references that can speak to the above requirements

Preferred

  • Experience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell)

  • Experience with Carriers and ISVs

  • Familiarity with MDM ecosystems

  • Experience negotiating OEM master agreements

  • Exposure to global partner programs

  • Early leadership experience managing teams

Who You Are

  • A strategic ecosystem thinker who sees 3–5 years ahead

  • Commercially assertive and comfortable owning revenue targets

  • Operationally disciplined - you understand attach rates, margins, and forecasting

  • Politically intelligent - you align incentives and avoid channel conflict

  • Externally credible - you can sit across from OEM and channel executives and drive meaningful outcomes

  • Builder-minded - excited to scale something transformational

The Bar-Raiser Version

  • The Exceptional Candidate Will Already be thinking about attach-rate math before you ask

  • Challenge your current direct compensation model

  • Identify where bundling breaks operationally

  • Build a narrative that makes Zello indispensable in frontline mobility stacks

  • Make OEMs see Zello as “table stakes”

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