New York, NY Head of Channel Partnerships

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)

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