Director of Channel Partnerships

About the company

Our client is a fast-growing software company.

The role

Raydar is recruiting for this role on behalf of our client. Lead the alliance strategy with the major public cloud providers, turning their sales organizations and online marketplaces into a dependable source of revenue. Combine program design, deal support and internal advisory work, partnering closely with senior leadership and cross-functional teams.

What you'll do

• Drive the plan to earn and grow joint selling status and a marketplace presence across the leading cloud providers.
• Review cloud infrastructure spending to find ways to strengthen purchase commitments, negotiating leverage and marketplace credits.
• Design and run a repeatable approach that encourages cloud provider field teams to actively sell alongside us.
• Work with the alliances leader and with product, go-to-market and solutions engineering colleagues to grow pipeline and revenue through cloud channels.
• Produce training and sales materials for partner teams, including joint selling guides, transaction walkthroughs, presentations and certification content.
• Serve as the in-house expert on cloud provider relationships, advising executives on leverage, competitive positioning and how to allocate spend.
• Help close live deals that run through cloud marketplaces, finding and removing recurring obstacles.
• Set and monitor enablement metrics covering partner activation, channel pipeline and revenue attributed to partners, and share results with leadership.

Requirements

What we're looking for

• A solid multi-year track record, typically five to eight years or more, in partner-facing roles within the cloud ecosystem.
• Hands-on experience working at or alongside a major cloud provider, ideally supporting software vendors.
• Working knowledge of joint selling models, negotiated private deals and committed cloud consumption.
• A history of selling through cloud marketplaces and generating measurable revenue via partners.
• Familiarity with how large-company sales cycles work and with go-to-market approaches led by partners.
• Experience collaborating with systems integrators, resellers or technology partners.
• Exposure to AI, software-as-a-service, cloud or customer experience technology.
• Willingness to travel roughly 30-40% of the time and to live near a major airport.

Bonus points

• Comfort with partner portals, learning management systems and enablement tools.
• Previous time at a major cloud provider working with independent software vendors.

Benefits

Compensation and benefits

• Base salary: USD 200,000 to 275,000 per year
• Equity

Location and work model

• Remote (US)
• Full-time