TL;DR
Director, Global Partner & Channel Strategy (Sales): Architecting and scaling a global indirect revenue engine by building a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with an accent on frontline enterprise mobility and rugged device ecosystems. Focus on driving 50% of new revenue through partners and shaping the next stage of growth for a category-defining communications platform.
Location: Hybrid, Austin, Texas
Company
Zello is a voice-first communication platform that improves collaboration and productivity for desk-less workers.
What you will do
- Design and execute Zello’s global partner ecosystem strategy, segmenting and prioritizing OEMs, VARs, carriers, and distributors.
- Own partner-sourced revenue targets and build predictable partner pipeline generation.
- Drive preload, packaging, and bundled SKU initiatives.
- Collaborate with Product on device integration, provisioning, and roadmap alignment.
- Influence sales leadership to align direct and indirect GTM motions.
- Lead and scale a high-impact team.
Requirements
- 7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem roles.
- Demonstrated success building or scaling a channel motion.
- Deep experience with frontline mobility deployments.
- Experience structuring attach-rate or bundled programs.
- Experience collaborating with direct sales organizations in co-sell environments.
- Significant experience and relationships with Resellers in the frontline space.
Nice to have
- Experience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell).
- Experience with Carriers and ISVs.
- Familiarity with MDM ecosystems.
- Experience negotiating OEM master agreements.
Culture & Benefits
- Competitive pay and equity with significant upside.
- Benefits designed to encourage healthy and well-balanced employees.
- Flexible schedules and time off.
- Sabbatical after every five years of service.
- Ping-pong table and free snacks in the break room.