Sr. Director, Global Channels & SIs

About the role

We are building a channel and systems integrator motion from the ground up to help customers build, orchestrate, and secure their AI-native applications across cloud, on-premise, and air-gapped platforms. Today, a large percentage of our revenue runs through partners, with limited programs, enablement, and co-selling. You'll stand up the function, manage the global team, and own relationships with channel partners and SIs like Atos, CapGemini, WWT, Softcat, Software One, and Presidio. We will measure results based on converting partner engagement into a pipeline that materially moves the business.

What You'll Do

• Stand up the channel program from scratch - design partner programs, outline rev-ops and systems support, create enablement content with Product Marketing, and connect the channel to cross-functional teams across Sales, Marketing, Finance, Product, and Leadership
• Own relationships with named VARs and Systems Integrators - developing executive-level trust and driving partner sourced revenue outcomes
• Engage regularly with partners across the US, EMEA, and APJ, jointly meeting customers with our AEs and SEs to shepherd AI projects through to closure
• Account-map with regional sales leaders to identify co-sell opportunities, plug them into the field immediately, and build the channel into a flywheel that creates pipeline and co-selling opportunities aligned to our platform
• Build and lead a new team of partner managers, enabling them on what we sell and how to sell it, and growing them into regional ownership while staying hands-on yourself
• Manage partner pipeline in CRM, coordinate field escalations on both sides, and serve as the single point of accountability for partner-sourced revenue
• Leverage recent acquisitions to open channel opportunities in security and agentic application-building, driving the launch of PoCs that convert to won opportunities
• Tie the channel to co-selling and marketplace across AWS, Azure, and GCP - ensure out VARs and SIs leverage our platform running in the cloud

Your Impact Will Be Measured Through

• Partner-sourced pipeline and closed revenue that materially changes the trajectory of the year
• Channel programs and infrastructure in place - programs launched, rev-ops processes, operational needs, partner enablement required - within the first 60 days of joining
• A view and recommended changes to implement

What You Need

• 7+ years building and scaling channel programs inside high-growth startups or scale-ups, with demonstrated success standing up programs from zero
• Existing relationships with large channel partners and systems integrators, with immediate credibility to engage partner executives and drive joint pipeline
• Hands-on experience driving partner-sourced revenue - not just managing programs from a distance
• Solid working understanding of security, open-source business models, or the AI ecosystem, with the technical fluency to brief partners and enablement teams
• Proficiency with CRM platforms and everyday AI tools to manage pipeline, create enablement content, and coordinate across distributed teams
• Willingness and ability to travel frequently (US, EMEA, APJ) within weeks of starting, with a track record of building trust quickly in fast-moving environments

What Will Make You Stand Out

• Current relationships with parts of the Channel across GEOs/regions
• Channel experience in security or DevOps, or background in open source ecosystems
• You've built channel programs in environments from scratch and know how to operate scrappy and test
• You embody our values: 'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart', and our behaviors: Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish
• You've thrived in fast-paced, high-autonomy startup environments where you own end-to-end execution and escalate only what truly needs alignment