Head of Channel Partnerships

About the role

We’re looking for a hands-on Head of Channel Partnerships to build and scale our system integrator (SI) channel into a repeatable growth engine—focused on mid-market and enterprise customers in mission-critical environments (e.g., logistics/warehousing, manufacturing/industrial, multi-site retail).

Responsibilities

• Own partner-sourced and partner-influenced pipeline and bookings targets.
• Build and run a repeatable co-sell motion with SI sales teams: joint account planning, opportunity strategy, exec mapping, and close plans.
• Lead deals through the full cycle with partners: discovery, value framing, pricing/packaging alignment, security/procurement coordination, and negotiation through signature.
• Create scalable partner plays (vertical/use-case/offer) that SI sellers can run consistently.
• Identify, recruit, and onboard SIs with the right enterprise footprint and delivery capability.
• Build partner enablement that supports selling: pitch materials, talk tracks, qualification guide, objection handling, ROI framing.
• Run regular partner cadence: pipeline reviews, deal support, and QBRs.
• Define partner program fundamentals (tiers, deal registration, lead sharing, co-marketing light, enablement).
• Establish clear rules of engagement to avoid channel conflict and make renewals/expansion predictable.
• Align partner delivery/services motion with our product so deployments are repeatable and customers renew.
• Build a simple, disciplined operating system: pipeline hygiene, forecasting, partner performance tracking.
• Provide leadership-level visibility into partner activity, pipeline, and conversion rates.

Requirements

• First 90 days: Clear target SI list + partner ICP; tight outreach + recruitment plan. Partner pitch + enablement kit live; first joint pipeline meetings running. 2–4 SI partners signed with active co-sell motions.
• By 180 days: 3–6 producing partners with consistent pipeline creation. Repeatable co-sell plays and a reliable weekly forecast cadence. Closed enterprise wins driven with/through SIs. 10–15 years experience across channel partnerships and enterprise sales, ideally selling with/through system integrators.
• Strong enterprise sales fundamentals: discovery, value-based selling, multi-stakeholder navigation, and comfort with procurement/security/legal processes.
• Ability to build from scratch: you can write the first version of the program, run the calls, create enablement, and iterate fast.
• Clear communicator who can earn trust with SI executives and field teams (sales, delivery, managed services).
• Direct experience with enterprise networking/wireless, infrastructure software, observability, or OT/industrial environments.
• Experience designing partner incentives for site-based subscriptions and outcome-based packaging.
• Relationships across industrial/logistics SIs or large enterprise integrators.

Qualifications

• 10 - 15 years experience across channel partnerships and enterprise sales, ideally selling with/through system integrators.
• Demonstrated ownership of a number: pipeline creation and closed revenue outcomes (sourced or influenced via partners).
• Strong enterprise sales fundamentals: discovery, value-based selling, multi-stakeholder navigation, and comfort with procurement/security/legal processes.
• Ability to build from scratch: you can write the first version of the program, run the calls, create enablement, and iterate fast.
• Clear communicator who can earn trust with SI executives and field teams (sales, delivery, managed services).
• Direct experience with enterprise networking/wireless, infrastructure software, observability, or OT/industrial environments.
• Experience designing partner incentives for site-based subscriptions and outcome-based packaging.
• Relationships across industrial/logistics SIs or large enterprise integrators.

Skills

• Ownership, speed, clarity, and high integrity.
• You like carrying a number, building playbooks, and making partners successful—without a huge team or perfect process.

Benefits

• Location: On-site in New York
• Travel: Occasional travel to customer sites as needed
• Reports to: (Founder)

Pay

• Competitive salary

Schedule

• Full-time