Director, Global Partner & Channel Strategy

📋 Description

• • Zello Inc. is seeking a visionary and results-oriented Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine. This pivotal role is designed for an individual who understands the intricacies of frontline enterprise mobility, rugged device ecosystems, and the art of building successful bundled and co-sell channel programs. As Zello continues its global expansion, this leader will be instrumental in embedding our voice-first communication platform directly into the frontline mobility stack, driving significant new revenue through a world-class partner ecosystem.
• • This is not a conventional partner management position. The Director will be responsible for designing and operationalizing a comprehensive ecosystem that includes OEMs, distributors, Value-Added Resellers (VARs), and carriers. The ultimate mandate is to achieve 50% of new revenue through partners within a few years. Initially, this role will lead a small, high-impact team, with the clear potential to evolve into the Global Head of Partners and Channels as the indirect sales motion matures and scales.
• • The ideal candidate possesses a deep understanding of how bundling and co-sell strategies are executed in the field, particularly within the context of frontline operations. This is a rare opportunity to shape the future growth trajectory of a category-defining communications platform that empowers desk-less workers and first responders worldwide.
• • **Key Responsibilities and Ownership Areas:**
• • **Global Channel Strategy (North America focus initially):** Design, develop, and execute Zello’s comprehensive global partner ecosystem strategy. This includes segmenting and prioritizing key partners across OEMs, VARs, carriers, and distributors. You will develop robust partner tiering, certification, and enablement frameworks, and define a clear global expansion roadmap for indirect revenue streams.
• • **Revenue & Commercialization:** Take ownership of partner-sourced revenue targets, focusing on building a predictable and scalable partner pipeline generation engine. You will establish strategic programs with mobility OEMs and distributors, create effective bundled and co-sell motions that align seamlessly with our direct sales efforts, and influence compensation structures and rules of engagement to proactively avoid channel conflict.
• • **Bundling & Ecosystem Integration:** Drive critical initiatives related to preloading Zello, packaging strategies, and bundled SKU development. You will collaborate closely with the Product team on device integration, provisioning processes, and roadmap alignment to ensure Zello is a seamless part of the frontline mobility stack. Cross-functional collaboration with Marketing on co-marketing campaigns and Marketing Development Funds (MDF) strategies, as well as with Finance and Legal to structure scalable and mutually beneficial partner agreements, will be essential.
• • **Organizational Leadership:** Lead, mentor, and scale a high-impact team dedicated to partner success. You will influence sales leadership to ensure alignment between direct and indirect Go-To-Market (GTM) motions, and build the foundational infrastructure and processes necessary to eventually own all global indirect revenue.
• • **Defining Success:**
• • **Within 6 Months:** Establish a clear and actionable North America partner strategy, define a successful co-sell motion with the direct sales team, formalize priority partner relationships, and launch a predictable partner-sourced pipeline engine.
• • **Within 12 Months:** Implement structured partner incentive programs, and achieve 30% of new pipeline sourced through partners.
• • **Within 24 Months:** Drive 50% of new revenue through partners, establish a mature and scalable global channel program, and expand the team and international footprint.
• • **The Ideal Candidate Profile:**
• • You are a strategic ecosystem thinker, capable of envisioning and planning 3–5 years ahead. You are commercially assertive, comfortable owning significant revenue targets, and possess operational discipline, understanding key metrics like attach rates, margins, and forecasting. Political intelligence is crucial for aligning incentives and navigating potential channel conflicts. You are externally credible, able to engage effectively with OEM and channel executives to drive tangible outcomes. Most importantly, you are builder-minded, excited by the prospect of scaling a transformational business motion.