Director, Global Partner & Channel Strategy

Zello • Austin, TX

1d

About The Position

Zello is hiring a Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine.
This is not a traditional partner management role.
This leader will design and operationalize a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with the mandate to drive 50% of new revenue through partners within a few years.
The Director will initially lead a small team and will be positioned to evolve into the Global Head of Partners and Channels as the motion scales.
If you understand frontline enterprise mobility, rugged device ecosystems, attach-rate programs, and how bundling actually happens in the field, then this is a rare opportunity to shape the next stage of growth for a category-defining communications platform.

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
• A solid understanding of hardware refresh cycles
• Experience structuring attach-rate or bundled programs
• Strong commercial acumen with revenue accountability
• Experience collaborating with direct sales organizations in co-sell environments
• Ability to influence pricing, packaging, and product strategy
• Significant experience and relationships with Resellers in the frontline space
• Two references that can speak to the above requirements.

Nice To Haves

• 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
• Exposure to global partner programs
• Early leadership experience managing teams

Responsibilities

• Design and execute Zello’s global partner ecosystem strategy
• Segment and prioritize OEMs, VARs, carriers, and distributors
• Develop partner tiering, certification, and enablement frameworks
• Define global expansion roadmap for indirect revenue
• Own partner-sourced revenue targets
• Build predictable partner pipeline generation
• Establish programs with mobility OEMs and distributors
• Create bundled and co-sell motions aligned with direct sales
• Influence compensation structures and rules of engagement to avoid channel conflict
• Drive preload, packaging, and bundled SKU initiatives
• Collaborate with Product on device integration, provisioning, and roadmap alignment
• Work cross-functionally with Marketing on co-marketing and MDF strategies
• Partner with Finance and Legal to structure scalable partner agreements
• Lead and scale a high-impact team
• Influence sales leadership to align direct and indirect GTM motions
• Build the foundation to eventually own all global indirect revenue

Benefits

• competitive pay
• equity with significant upside
• intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off
• sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you
• ping-pong table and free snacks in our break room

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed