Director, APJ Channels and Alliances

Responsibilities

Run weekly pipeline reviews with each Channel Account Manager, inspecting deal movement, partner engagement, and CI creation activity by territory; Be in deals — join partner-AE calls, unblock stalled registrations, and push deals from registration to close; Conduct account mapping sessions with regional AE leaders to identify where partners should be embedded in active opportunities; Hold partners accountable to pipeline commitments through regular QBRs and joint business plan check-ins; Manage deal registration workflow daily — approve, reject, or escalate submissions, ensure proper SF attribution, and track cycle time from submission to outcome; Coordinate with Channel Ops on reporting accuracy, partner tiering compliance, and comp-impacting fields; Work directly with distribution partners on activation, quoting, and order flow; Own the weekly channel readout in the Revenue Leaders cadence; Coach and develop CMs on shifting from deal management to proactive CI-generating activities — partner recruitment calls, new logo identification, and co-prospecting; Flag and resolve conflicts between partner coverage and direct sales; Travel to partners and be in-market regularly across APJ

Requirements

6-8+ years in channel or partner sales leadership, with experience managing a regional partner team carrying a direct revenue number; Proven track record building partner-sourced pipeline — not just managing fulfillment; Experience with deal registration operations, partner attribution in Salesforce, and pipeline reporting at the Director/VP level; Familiarity with cloud marketplace transactions (AWS CPPO, DSOR, co-sell mechanics) and distribution models relevant to APJ; Has personally recruited and onboarded partners, not just inherited a book; Comfortable operating in a high-growth, pre-IPO environment where process is still being built; Strong working relationship skills with direct sales leadership — can earn trust with regional sales leaders and AEs; Genuinely based in the location the role is posted (or willing to relocate)

Benefits

Relocation support (for the right person)