Director of Channels

About the role

Knox Systems is seeking a strategic and dynamic Director of Channels to lead and expand our ecosystem of hyperscaler and Prime, VAR, and SI channel partners. This leadership role will be responsible for accelerating Knox's FedRAMP adoption strategy by enabling cloud hyperscalers (AWS, Azure, GCP) and government resellers/primes (e.g., Carahsoft, GDIC, SAIC, and other federal solution partners) to drive customer transformation and compliance outcomes.

Responsibilities

• Lead strategic partnerships with AWS, Google Cloud, and Microsoft Azure alliance and field sales teams to drive adoption of Knox's FedRAMP-aligned solutions across hyperscaler customer bases.
• Define and operationalize joint go-to-market plans, co-sell motions, marketplace positioning, referral models, and enablement programs that align Knox with hyperscaler priorities.
• Cultivate executive sponsorships and maintain senior-level relationships across hyperscaler partner organizations to maximize collaboration and deal velocity.
• Serve as the internal hyperscaler subject-matter advocate and escalation point for cross-functional execution spanning sales, product, and marketing teams.
• Build and scale Knox's federal and public-sector indirect channel motion with key government partners such as Carahsoft, DGIC, SAIC, other GSA schedule holders, and system integrators.
• Partner with channel organizations to identify target accounts, articulate value propositions tied to FedRAMP success, and co-deliver solution engagements.
• Establish structured partner programs, enablement playbooks, certifications frameworks, and performance KPIs that drive measurable partner-influenced revenue.
• Lead quarterly business reviews, partner scorecards, and pipeline forums to maintain strong partner engagement and accountability.
• Shape channel strategy in partnership with sales, marketing, and product leadership to ensure alignment on priority segments (e.g., federal agencies, defense, civilian agencies).
• Evangelize Knox's value across the channel ecosystem—represent the company at hyperscaler and government tech events, industry forums, and executive briefings.
• Monitor competitive landscapes, emerging partner models, and market trends to refine partner-focused strategies and ensure Knox remains differentiated.

Required Qualifications

• 5+ years of progressive experience in channel development, alliance management, or partner sales leadership within cloud-centric enterprise technology companies.
• Proven track record of driving partner-sourced or partner-influenced revenue, preferably with cloud hyperscaler partners (AWS, Azure, GCP).
• Demonstrated success working with government integrators/primes (Carahsoft, SAIC, DGIC, etc.) or public-sector channel ecosystems.
• Experience negotiating channel agreements, co-sell frameworks, and joint-value programs with strategic partners.
• Exceptional relationship building and executive presence, with ability to engage C-suite and senior partner stakeholders.
• Strategic thinker with strong business acumen and a results-oriented mindset.
• Cross-functional collaboration skills—capable of aligning sales, product, services, and marketing teams around joint partner outcomes.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in Business, Technology, Marketing, or related field; MBA or advanced degree preferred.
• Willingness to travel (domestic and occasional international) to partner briefings, hyperscaler summits, federal trade shows, and executive meetings.

Hiring Requirement

Due to the nature of our work with federal government clients and compliance with applicable regulations, this position requires U.S. citizenship. Candidates must be able to provide documentation verifying U.S. citizenship status as part of the background check process.

Benefits & Perks

• Medical
• Dental
• Vision
• Life & Disability
• unlimited PEO
• employee funded 401k plan

We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.