VP of Channel

📋 Description

• • Lead the end-to-end channel motion for Starbridge Systems, Inc., a modern public sector VAR focused on the SLED market, with direct P&L ownership of the channel business.
• • Build and scale an inside sales and contract negotiation team from a founding crew to 10–30+ employees, establishing processes and culture from the ground up.
• • Secure and maintain authorization on key public sector cooperative purchasing vehicles including TIPS, Sourcewell, OMNIA, NASPO ValuePoint, GSA Schedule 70, Texas DIR, and California CMAS.
• • Develop and manage strategic vendor partnerships at the SVP/CRO level with leading SLED software providers such as CrowdStrike, Splunk, Tanium, Palo Alto, OpenGov, and Tyler Technologies to enable co-selling initiatives.
• • Define and execute a disruptive go-to-market strategy that challenges the outdated incumbent VAR model through a tech-forward, AI-native approach.
• • Own the full lifecycle of channel revenue generation, including partner onboarding, contract negotiation, compliance with public sector procurement rules, and performance tracking.
• • Establish and lead a high-performing, scalable channel organization that aligns with Starbridge’s customer-centric philosophy and rapid execution culture.
• • Drive deep engagement with public sector buyers by understanding their procurement ecosystems, cooperative vehicle usage patterns, and decision-making structures.
• • Translate vendor capabilities into compelling channel value propositions tailored to SLED government agencies’ unique needs and compliance requirements.
• • Maintain direct accountability for channel profitability, forecasting, budgeting, and growth metrics tied to GMV and margin targets.
• • Operate with extreme speed and decisiveness, prioritizing momentum and action over bureaucracy in alignment with Starbridge’s ‘Shooting Star Speed’ principle.
• • Foster a culture of accountability, innovation, and joy within the channel team, ensuring alignment with Starbridge’s core values: ‘Build Bridges to Help Customers Win,’ ‘Fun Is a Feature,’ and ‘In the Arena.’
• • Collaborate cross-functionally with product, marketing, and sales teams to ensure channel strategy is tightly integrated with product roadmap and customer insights.
• • Represent Starbridge in industry forums, public sector procurement events, and vendor partner summits to strengthen brand credibility and channel influence.
• • Continuously refine the channel model based on real-time feedback from partners, buyers, and internal execution data, avoiding replication of legacy VAR practices.
• • Maintain deep familiarity with the SLED software ecosystem, including vendor competitive landscapes, procurement timelines, and contract compliance frameworks.
• • Travel as needed for partner meetings, cooperative vehicle negotiations, and company offsites in NYC and global locations.