Director Channel Development

CloudZero • Full-time • Remote (Boston, MA, US) • 3w ago

Role Overview:

The Channel Development Manager will play a key role in driving CloudZero's revenue growth by leveraging a robust network of channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners. This sales-driven role will focus on identifying new partners, nurturing existing relationships, and developing go-to-market (GTM) strategies to accelerate partner-sourced revenue. Working closely with CloudZero's leadership, sales, and marketing teams, the Channel Development Manager will be responsible for expanding CloudZero's channel ecosystem and ensuring that partners are equipped to promote and sell CloudZero solutions.

Key Responsibilities:

Channel Partner Management:
- Develop and maintain relationships with key channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners, acting as the primary point of contact for these partners
- Ensure alignment between partners and CloudZero's business objectives, focusing on cloud cost intelligence solutions and business growth
- Lead the recruitment, onboarding, and enablement of new partners into the CloudZero ecosystem across all partner types
Revenue Generation:
- Drive new revenue opportunities through partner-sourced and partner-influenced sales across the channel ecosystem
- Develop and manage joint business plans with strategic partners to achieve defined sales targets and accelerate CloudZero's go-to-market activities
Sales Strategy and Business Planning:
- Collaborate with internal teams (sales, marketing, product) to craft a comprehensive channel sales strategy, focusing on market expansion and business development across all partner categories
- Work closely with regional and field sales teams to identify mutual prospects, resulting in a growing partner-sourced pipeline that contributes to CloudZero's revenue goals
Partner Enablement and Training:
- Develop enablement plans tailored to each partner type, ensuring that partners have the tools, training, and support to effectively promote and sell CloudZero's products and services
Strategic Partnership Development:
- Establish thought leadership with key partners by aligning their go-to-market strategies with CloudZero's platform and products
- Drive joint marketing initiatives, co-sell campaigns, and executive relationship-building to ensure mutual growth, with specific focus on consulting and equity partners
Market Expansion and Strategy:
- Develop strategies for expanding CloudZero's presence in new geographical regions and verticals, leveraging all partner categories to penetrate untapped markets
- Identify and execute strategies for recruiting new partners while deepening relationships with existing partners to support market expansion goals
Performance Monitoring and Reporting:
- Track, analyze, and report on partner performance to assess progress against revenue and growth goals
- Conduct regular business reviews with partners, using QBRs and scorecards to evaluate performance and implement corrective actions where necessary
Cross-Functional Collaboration:
- Collaborate closely with CloudZero's internal teams, including sales, marketing, product, and finance, to ensure alignment and scale channel operations

Requirements

Minimum of 7-15 years of experience in channel sales, business development, or partnership management within the technology or cloud computing industry
Deep experience with Presidio and/or AHEAD/CDI
Proven track record of driving revenue growth through channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners
Experience managing and enabling channel partner ecosystems, with a focus on recruiting, onboarding, and developing new partners
Experience with cloud computing platforms (AWS, GCP, Azure) and understanding of cloud cost management and FinOps is highly desirable
Skills:
Strong strategic thinking and analytical skills to identify and evaluate partnership opportunities across diverse partner categories
Excellent communication, negotiation, and relationship-building skills, with the ability to collaborate with internal and external stakeholders at all levels
Ability to develop and execute go-to-market strategies in collaboration with sales and marketing teams
Knowledge of cloud cost management, FinOps, and cloud-native technologies.

Additional Attributes:

Leadership: Demonstrated ability to lead initiatives and build strong partnerships across multiple categories to achieve strategic goals
Innovation: Creative thinker with the ability to develop innovative approaches to partnership development and revenue generation
Customer Focus: Strong commitment to improving partner and customer experiences, ensuring alignment with CloudZero's value propositions
Results-Driven: Focus on delivering measurable outcomes through partner engagement and revenue growth

About CloudZero:

Cloud cost management is one of the biggest challenges organizations face today. As cloud adoption continues to accelerate, so do the complexities and costs associated with it — and macroeconomic conditions only increase pressure to prove cloud efficiency. That's why we built CloudZero: a SaaS platform at the intersection of next-generation cloud cost management and FinOps. CloudZero ingests billing and usage data from all cloud, SaaS, and PaaS providers, organizes it in real time according to our customers' business structures, lets customers view it at any level of time or resource granularity, and ultimately empowers them to make more informed business decisions.

Since our founding in 2016, our mission has been to make efficient innovation a reality for every cloud-driven organization. At CloudZero, we believe every engineering decision is a buying decision, yet the cost conversation often bypasses the engineers who drive those determinations. To solve this, we've built a dynamic, single-page application that answers the complex, data-heavy questions every cloud-based organization needs to ask if they want to grow their company profitably.

To date, we've raised over $52 million from leading venture capital firms across the country. We're solving problems of massive scale, business importance, and complexity in a space that needs it more than ever. We're growing rapidly and would love for you to be a part of it!

Equal Opportunity Employer

CloudZero is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status or disability status. All job offers are contingent upon the candidate passing background and reference checks.

Benefits