Director of US Channel & VAR Partnerships (API/CPaaS)

About the role

Vonage is seeking a US-based strategic, growth-oriented, and process-driven Director of Global Channel & VAR Partnerships to architect, launch, and scale our new Value Added Reseller (VAR) ecosystem.

Responsibilities

• Program Architecture & Strategy
  • Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams.
  • Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize:
    • Communications & Trust: Messaging APIs (SMS, WhatsApp, RCS), OTP, and MFA solutions.
    • High-Value Engagement: Programmable Voice and Video APIs.
    • Network Intelligence: Next-gen CAMARA/Carrier APIs for fraud mitigation, identity verification, and location-based services.
    • Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration.
• Partner Recruitment & Execution
  • Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft).
  • Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days.
  • Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore).
• Operational Leadership
  • Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios.
  • Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

Requirements

• Experience: 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors.
• Archetype: A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem.
• API & Developer Ecosystem Literacy: Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable.
• Operational Rigor: Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.
• Global Mindset: Experience working within distributed teams across multiple geographies.

Qualifications

• Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

Skills

• Strong communication and collaboration skills.
• Ability to manage complex relationships and drive strategic initiatives.
• Proven ability to design and execute scalable partner programs.
• Experience with API business models and communications technology.

Benefits

• Medical, Dental, and Vision Coverage Options
• 401(k) Savings Plan
• Company-Paid Basic Life and AD&D Insurance
• Short-Term Disability (STD)
• Long-Term Disability (LTD)
• Maternity/Parental Leave
• Flexible Spending Accounts (FSA)
• Health Savings Account (HSA)
• Employee Support Program (EAP)
• Voluntary Supplemental Insurance
• Tuition Reimbursement - available for select positions; full details will be shared during the interview process

Pay

• $135,301—$177,582 USD

Schedule

• Full-time

Location

• Remote Work from Home - US

Equal Opportunity Employer

We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities, and perspectives.