Job Description

Director, Partner Development, Global Distribution Sales & Partnerships

Location: United States
Travel: Approximately 20%

Target Total Comp Range: $270k (Base + Commission)

About the Company

Our client is a leading multi-cloud compliance and governance platform provider, helping organizations achieve continuous and autonomous cloud governance at scale. Built on cloud-native services, proprietary IP, and AI/ML capabilities, the company helps enterprises optimize cloud costs, improve operational efficiency, and maintain compliance with industry standards and regulations.

The company's solutions are deployed across multiple industries, including Healthcare, Financial Services, Retail, Education, Technology, and Government. Backed by a strong leadership team, strategic investors, and industry advisors, the company has been recognized by leading analyst firms as an innovator in cloud management, compliance, and governance solutions.

Our client is seeking a Director, Partner Development, Global Distribution Sales & Partnerships to help drive partner-led growth across the Americas region.

This role is ideal for a proven channel and partner development leader with experience building and executing sell-with and build-with strategies across cloud ecosystems, including distributors, MSPs, SIs, GSIs, and major cloud providers such as AWS, Microsoft, and Google.

The successful candidate will work closely with partners to develop new service offerings, execute go-to-market initiatives, build pipeline, and drive revenue through partner-led sales motions.

Key Responsibilities

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  Recruit, develop, and manage strategic partnerships across global distribution and partner ecosystems in the Americas region.
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  Own channel strategy and end-to-end sell-with motions with assigned partners to maximize business potential.
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  Develop and execute partner account plans with clear objectives, milestones, and measurable outcomes.
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  Build partner readiness by positioning differentiated solutions, enabling partner teams, and supporting joint go-to-market programs.
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  Co-develop and execute partner programs that drive customer acquisition, revenue growth, and market expansion.
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  Manage partner-driven sales opportunities, including pipeline development, forecasting, customer wins, and revenue tracking.
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  Leverage the broader partner ecosystem and collaborate with internal teams to identify and expand business opportunities.
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  Increase solution awareness and mindshare with partner executives, sales teams, and technical stakeholders.
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  Communicate partner plans, progress, key developments, and lessons learned to internal leadership and cross-functional teams.
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  Serve as an internal advocate for assigned partners and help remove barriers to execution.
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  Lead partner business reviews with partner leadership teams and internal stakeholders.

Qualifications

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  10+ years of experience in indirect sales, channel sales, partner development, alliances, or partner channel management.
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  Strong experience working with cloud and managed service providers.
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  Broad understanding of cloud markets, including IaaS, PaaS, SaaS, cloud management, compliance, and governance solutions.
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  Experience working with key partner ecosystems, including distributors, LSPs, MSPs, SIs, GSIs, Microsoft, Amazon Web Services, and Google Cloud.
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  Proven experience developing and executing partner-led business strategies, channel programs, and joint go-to-market plans.
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  Demonstrated ability to build pipeline, manage forecasts, drive customer wins, and generate partner-led revenue.
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  Experience closing complex sales and securing executive sponsorship with limited management involvement.
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  Strong executive presence with excellent written and verbal communication skills.
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  Highly organized, detail-oriented, and able to translate complex business requirements into actionable plans.
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  Self-starter with a strong bias for execution, ownership, and measurable results.
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  Bachelor's degree in Computer Science, Business, or a related field, or equivalent experience.

Ideal Candidate Profile

The ideal candidate will have a strong background in partner development, channel sales, cloud alliances, or ecosystem sales within a cloud, SaaS, cybersecurity, cloud governance, cloud cost optimization, FinOps, compliance, or managed services environment.

Experience working with hyperscalers, cloud marketplaces, distributors, MSPs, SIs, GSIs, or enterprise technology partners will be highly valuable.