Vice President of Channel Expansion

VP of Channel Expansion
Core Responsibilities:
Define and execute enterprise-wide channel expansion strategy to accelerate growth through new channel partners, new markets, new customer segments, and expanded partner capabilities
Partner with CEO, executive team, and Board to set channel expansion targets, growth priorities, and strategic initiatives that scale indirect revenue
Lead channel partner recruitment and acquisition including target partner identification, outreach, evaluation, negotiation, and onboarding of new distributors, resellers, VARs, SIs, MSPs, ISVs, and strategic alliances
Drive geographic channel expansion including new market entry, regional partner recruitment, localization, and international channel development
Develop channel segment expansion including new verticals, customer segments, and product categories through targeted partner acquisition and enablement
Architect channel expansion roadmap including partner pipeline, recruitment targets, ramp plans, and capacity building across regions and segments
Establish channel expansion governance framework including expansion planning, partner pipeline reviews, investment prioritization, and performance tracking
Design partner onboarding and ramp programs to accelerate time-to-productivity for new channel partners
Develop channel incentive and investment strategies to attract, activate, and grow strategic partners including margins, MDF, co-marketing, and partner development funds
Partner with Sales to align channel expansion with direct sales coverage, territory planning, and go-to-market execution
Collaborate with Marketing to drive partner recruitment campaigns, channel marketing, and partner-led demand generation
Work with Product to ensure channel-ready offerings, partner enablement, and product-market fit for target partner segments
Establish channel expansion metrics and KPIs to track partner acquisition, activation, ramp, productivity, and revenue contribution
Build and lead channel expansion team including channel development managers, partner recruitment specialists, and regional channel leaders
Drive channel analytics and business intelligence including partner pipeline analytics, expansion performance dashboards, and market opportunity sizing
Manage channel expansion budget and ROI including recruitment costs, onboarding investments, MDF, and partner development spend
Lead strategic partner initiatives including marquee partner acquisitions, strategic alliances, and ecosystem partnerships
Conduct market and competitive analysis to identify channel gaps, expansion opportunities, and competitive threats
Present channel expansion plans and performance to executive team, Board, and cross-functional stakeholders
Typical Profile:
Bachelor's degree in Business, Marketing, or related field required; MBA strongly preferred
18+ years in channel sales, channel development, business development, or partner management
10+ years in senior channel leadership roles (VP, SVP, Director) with enterprise-wide scope and revenue accountability
Deep expertise in channel strategy, partner recruitment, channel development, partner enablement, and indirect sales models
Strong knowledge of channel partner types (distributors, VARs, SIs, MSPs, ISVs, OEMs) and partner ecosystem dynamics
Proven track record scaling channel programs and driving significant partner-sourced revenue growth (30–60%+ of total revenue)
Experience in relevant verticals (technology/SaaS, cybersecurity, cloud infrastructure, telecommunications, fintech, healthcare IT)
Excellent leadership, communication, and executive presence; ability to influence CRO, CEO, partner executives, and cross-functional stakeholders
Strong business development skills with extensive network of channel partner relationships and industry contacts
Strong analytical and data-driven mindset with expertise in channel analytics, partner economics, and expansion modeling
Experience managing channel expansion teams (20–100+ people) across geographies and partner segments
Proficiency with PRM platforms (Impartner, Allbound, Channeltivity), CRM (Salesforce), and partner analytics tools
Willingness to travel extensively (50–70%) for partner meetings, market development, and team engagement
Key Metrics:
New partner acquisition (partner count growth, recruitment targets, pipeline conversion)
Partner activation rate and time-to-productivity (ramp time for new partners)
Partner-sourced revenue growth from newly onboarded partners
Channel revenue growth (YoY, QoQ) and revenue mix from expansion initiatives
Partner pipeline generation and conversion rates
Geographic expansion performance (new market revenue, market penetration)
Segment expansion performance (new vertical revenue, customer segment growth)
Partner productivity (revenue per active partner, quota attainment)
Partner retention and churn rates
Channel expansion ROI (recruitment cost per partner, MDF ROI, partner development investment returns)
Partner satisfaction and engagement scores (NPS, survey results)
Channel expansion team performance and retention
Market share gains through channel expansion
Strategic partner acquisition success (marquee partner wins, ecosystem partnerships)

Work arrangement
Yes