Director, Global Partner & Channel Strategy

IMPORTANT: Please be aware, scammers may try to impersonate Zello by reaching out regarding job opportunities. We will never ask you for bank account information, checks, or other sensitive information as part of our hiring process. All correspondence will come from the email domain. If you're unsure, please email recruiting@ with questions. About ZelloZello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we're the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month. At Zello, our company values are at the heart of what we do everyday. We're proud to serve the frontline, we're privileged to connect people in times of crisis across the globe, and we're honored to support first responders.And this is where you come in.As we scale globally, our next phase of growth depends on building a world-class partner ecosystem that embeds Zello directly into the frontline mobility stack.The OpportunityZello 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.What You'll OwnGlobal Channel Strategy (Starting in North America)Design and execute Zello's global partner ecosystem strategySegment and prioritize OEMs, VARs, carriers, and distributorsDevelop partner tiering, certification, and enablement frameworksDefine global expansion roadmap for indirect revenueRevenue & CommercializationOwn partner-sourced revenue targetsBuild predictable partner pipeline generationEstablish programs with mobility OEMs and distributorsCreate bundled and co-sell motions aligned with direct salesInfluence compensation structures and rules of engagement to avoid channel conflictBundling & Ecosystem IntegrationDrive preload, packaging, and bundled SKU initiativesCollaborate with Product on device integration, provisioning, and roadmap alignmentWork cross-functionally with Marketing on co-marketing and MDF strategiesPartner with Finance and Legal to structure scalable partner agreementsOrganizational LeadershipLead and scale a high-impact teamInfluence sales leadership to align direct and indirect GTM motionsBuild the foundation to eventually own all global indirect revenueWhat Success Looks LikeWithin 6 MonthsClear North America partner strategy in marketDefined co-sell motion with direct salesPriority relationships formalizedPredictable partner-sourced pipeline engineWithin 12 MonthsStructured partner incentive programs live30% of new pipeline sourced through partnersWithin 24 Months50% of new revenue driven through partnersEstablished global channel programScaled team and expanded international footprintWhat You BringRequired7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem rolesDemonstrated success building or scaling a channel motionDeep experience with frontline mobility deploymentsA solid understanding of hardware refresh cyclesExperience structuring attach-rate or bundled programsStrong commercial acumen with revenue accountabilityExperience collaborating with direct sales organizations in co-sell environmentsAbility to influence pricing, packaging, and product strategySignificant experience and relationships with Resellers in the frontline spaceTwo references that can speak to the above requirements.Strongly PreferredExperience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell)Experience with Carriers and ISVsFamiliarity with MDM ecosystemsExperience negotiating OEM master agreementsExposure to global partner programsEarly leadership experience managing teamsWho You AreA strategic ecosystem thinker who sees 3-5 years aheadCommercially assertive and comfortable owning revenue targetsOperationally disciplined - you understand attach rates, margins, and forecastingPolitically intelligent - you align incentives and avoid channel conflictExternally credible - you can sit across from OEM and channel executives and drive meaningful outcomesBuilder-minded - excited to scale something transformationalThe Bar-Raiser VersionThe exceptional candidate will:Already be thinking about attach-rate math before you askChallenge your current direct compensation modelIdentify where bundling breaks operationallyBuild a narrative that makes Zello indispensable in frontline mobility stacksMake OEMs see Zello as "table stakes"Why This Role MattersThis hire will shape Zello's long-term growth model. As frontline organizations standardize their mobility stacks, Zello must become embedded; not optional.The right leader will transform how Zello goes to market, expand our global reach, and build a durable indirect revenue engine that accelerates our trajectory.We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off. We even offer a sabbatical after every five years of service so you're able to pursue and enjoy what matters most to you. And of course, we wouldn't be a technology company without a ping-pong table and free snacks in our break room. Join us!Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.

Created: 2026-04-02