New York, NY Head of Channel Partnerships
Eino, New York, NY, United States
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).
This is a
builder role
for someone who’s strong today and still climbing: you’ve seen how enterprise + partner motions really work, and you’re ready to
own the channel outcome end‑to‑end
in a startup environment—partner recruitment, activation, enablement, and consistent deal execution with SI teams.
What You’ll Do (Responsibilities) Partner-led sales (core)
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.
Partner recruitment & activation
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.
Commercial structure & rules of engagement
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.
Operating rhythm & forecasting
Build a simple, disciplined operating system: pipeline hygiene, forecasting, partner performance tracking.
Provide leadership-level visibility into partner activity, pipeline, and conversion rates.
What Success Looks Like 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.
What We’re Looking For (Requirements)
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).
Nice to Have
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.
Why This Role Is Different
You’re not inheriting a mature channel machine—you’re
building the channel blueprint .
The product has a clear wedge:
continuous, cross-domain, site-level connectivity truth
that SIs can package into higher-margin managed services.
Strong unit economics and straightforward enterprise pricing make it channel-friendly.
What We Value Ownership, speed, clarity, and high integrity. You like carrying a number, building playbooks, and making partners successful—without a huge team or perfect process.
Logistics
Location:
On-site in New York
Travel:
Occasional travel to customer sites as needed
Reports to: (Founder)
#J-18808-Ljbffr
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).
This is a
builder role
for someone who’s strong today and still climbing: you’ve seen how enterprise + partner motions really work, and you’re ready to
own the channel outcome end‑to‑end
in a startup environment—partner recruitment, activation, enablement, and consistent deal execution with SI teams.
What You’ll Do (Responsibilities) Partner-led sales (core)
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.
Partner recruitment & activation
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.
Commercial structure & rules of engagement
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.
Operating rhythm & forecasting
Build a simple, disciplined operating system: pipeline hygiene, forecasting, partner performance tracking.
Provide leadership-level visibility into partner activity, pipeline, and conversion rates.
What Success Looks Like 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.
What We’re Looking For (Requirements)
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).
Nice to Have
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.
Why This Role Is Different
You’re not inheriting a mature channel machine—you’re
building the channel blueprint .
The product has a clear wedge:
continuous, cross-domain, site-level connectivity truth
that SIs can package into higher-margin managed services.
Strong unit economics and straightforward enterprise pricing make it channel-friendly.
What We Value Ownership, speed, clarity, and high integrity. You like carrying a number, building playbooks, and making partners successful—without a huge team or perfect process.
Logistics
Location:
On-site in New York
Travel:
Occasional travel to customer sites as needed
Reports to: (Founder)
#J-18808-Ljbffr