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