Head of Global Reseller Partnerships

Responsibilities:- Define and execute our global reseller strategy across traditional resellers, cloud marketplaces, and cloud provider co-sell programs- Recruit and enable reseller partners in mature markets (North America, Western Europe) who can extend our reach into commercial and SMB segments- Establish resellers as our primary channel in emerging markets across Latin America, Middle East, Africa, and Asia Pacific, selecting partners with strong local relationships and technical capability- Build out our cloud marketplace presence on AWS Marketplace, Google Cloud Marketplace, and Azure Marketplace, including private offer capabilities and procurement optimization- Develop strategic co-sell relationships with cloud provider partner teams to ensure we're positioned in their deal flow- Design program architecture including partner tiers, margin structures, marketplace economics, deal registration, and rules of engagement with direct sales- Create enablement programs that help traditional partners become productive quickly while training internal teams on marketplace and co-sell motions- Partner with sales leadership to establish clear segmentation and routing logic that minimizes channel conflict while maximizing coverage- Collaborate with finance to model the economics of each channel type and with legal to develop appropriate contractual frameworks for different regions and transaction typesYou may be a good fit if you have:- Significant experience building and scaling reseller or channel programs at a high-growth technology company- Global operating experience with an understanding of how channel strategy differs across market maturities- Hands-on experience with cloud marketplace go-to-market strategies and the mechanics of AWS, GCP, and Azure partner programs (private offers, co-sell motions, marketplace incentives)- Demonstrated ability to recruit partners who genuinely drive revenue, not just sign agreements- Strong commercial instincts for designing program economics that balance traditional reseller margins, marketplace fees, and cloud provider incentives- Comfort with ambiguity and the ability to build structure where none exists- Effectiveness presenting to executives while also working through operational details- A collaborative approach to working across sales, finance, legal, and product teamsStrong candidates may also have:- Experience in AI, cloud infrastructure, or enterprise software- Prior exposure to emerging market channel development- Track record of navigating cloud provider relationships and getting products prioritized in co-sell programs- Experience building channel programs that span both direct transactional models and marketplace distributionThe expectedbase compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.Annual Salary:$355,000-$425,000USDLogisticsEducation requirements:We require at least a Bachelor's degree in a related field or equivalent experience.Location-based hybrid policy:Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.Visa sponsorship:We do sponsor visas However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.We encourage you to apply even if you do not believe you meet every single qualification.Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we ur e you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Created: 2025-12-29