Director, Channel & Field Marketing

8x8, Inc. (U.S); United States; Remote; USD 150,000 - 210,000; Full time

Job summary

8x8, Inc. is seeking a Director of North America partner and field marketing to lead a team of channel and field marketing managers. You will align with sales and demand-gen leaders to turn partner programs into measurable pipeline and bookings.

You will set direction, develop people, and drive programs to achieve clear revenue goals across North America, traveling up to 30% for tradeshows and events as needed.

Qualifications

• Experience leading a channel/partner marketing team.
• Proven results running tradeshow programs at scale.
• Experience in telecom or IT channel ecosystems.
• Budget ownership and MDF management experience.
• Strong understanding of enterprise sales cycles and channel models.
• Excellent communication and influence with executives and partners.

Responsibilities

• Own NA partner and field marketing strategy, plan and budget.
• Lead and develop channel and field marketing managers and contractors.
• Build joint plans with technology distributors, agents, resellers, and SI partners to drive demand and revenue.
• Drive programs to grow partner-sourced pipeline and recruit new partners.
• Manage major NA industry tradeshows including budgeting, strategy and follow-up.
• Set ROI goals for events and allocate investments accordingly.
• Lead regional field marketing, campaigns, events, and ABM programs to create new opportunities.
• Oversee MDF program and ensure investments align with results.
• Coordinate with channel/product/brand teams for consistent partner messaging.

Skills

Channel marketing leadership

Tradeshow programs

Budget ownership

ROI analysis

Cross-functional collaboration

Strategic thinking

AI-enabled tools

Education

Bachelor's degree in marketing or related field

Tools

Salesforce

Marketo

Google Workspace

Job description

Job title: Director, North America partner and field marketing

Company overview

8x8, Inc. (NASDAQ: EGHT) believes that CX limits were meant to be shattered. We connect people and organizations through seamless communication on the industry's most integrated platform for customer experience, combining Contact Center, Unified Communications, and CPaaS APIs. The 8x8 Platform for CX integrates AI at every level to enable personalized customer journeys, drive operational excellence and insights, and facilitate team collaboration.

Learn more at 8x8.com, and follow us on LinkedIn, X, Facebook, and Instagram.

Location: Remote, United States

Position type: Full-time

Experience: 7+ years in partner, channel, and field marketing, including experience leading a team.

Role description

Channel is at the heart of 8x8. Our partner values are relationships, readiness, and revenue, and North America is the largest source of partner revenue.

You will lead a team of channel marketing and field marketing managers, working hand in hand with sales, channel, and demand generation leaders. You will turn partner and field programs into measurable pipeline and bookings, and make 8x8 the easiest partner to sell with.

You are a hands‑on strategic leader who sets direction, develops people, and holds programs to clear revenue goals.

Responsibilities

• Own the North America partner and field marketing strategy, annual plan, and budget, aligned to the regional go‑to‑market plan and pipeline targets.
• Lead and develop a team of channel marketing managers, field marketing managers, and contractors. Own priorities, performance management, and team structure.
• Build and manage marketing relationships with strategic partners, including technology solution distributors (TSDs), agents, resellers, and system integrators. Create joint marketing plans that drive demand and incremental revenue.
• Drive programs that recover and grow TSD pipeline, increase partner‑sourced pipeline, and recruit new partners.
• Own the strategy and execution for all major North America industry tradeshows and conferences, including event selection, sponsorship negotiation, budget, booth and meeting strategy, speaking opportunities, pre‑event promotion, and post‑event follow‑up.
• Set clear ROI goals for every event. Measure pipeline, bookings, and cost per opportunity, and shift investment to what works.
• Lead regional field marketing, including integrated campaigns, executive events, roadshows, and account‑based programs that create net‑new opportunities and accelerate existing ones.
• Manage the market development funds (MDF) program and planning process. Keep partner investments tied to results.
• Partner with channel sales, field sales, and BDR leaders to align activation plans to sales outcomes.
• Work with demand generation, content, product marketing, and brand teams so partner and field campaigns share consistent messaging and the customer is the hero.
• Run partner enablement and communication, including campaign toolkits, the PartnerXchange portal, webinars, and partner meetings.
• Report on performance, budget, and ROI to marketing and executive leadership on a regular cadence.
• Use AI‑enabled tools to improve efficiency, insight, and collaboration across the team.

Qualifications and experience

• Bachelor's degree in marketing, business, or a related field.
• 7+ years in partner, channel, or field marketing, preferably in SaaS, telecom, or the IT channel, including experience leading a team.
• Proven results running tradeshow and event programs at scale, including major industry events and sponsorships.
• Experience in the telecommunications industry, with direct experience working with technology solution distributors (TSDs) to build programs, drive partner‑sourced pipeline, and grow revenue.
• Experience working with agents, resellers, and MSP or SI partners.
• Strong understanding of enterprise sales cycles, the buyer's journey, and the channel business model.
• Strong financial skills, including budget ownership, MDF management, and ROI analysis.
• Metric‑driven, with the ability to draw insight from complex marketing data.
• Proficiency with Salesforce, Marketo, and Google Workspace or Microsoft Office.
• Excellent communication and influence skills, with the ability to work with executives, sales leaders, and partners.
• Strategic, positive, and energetic, with a fail‑fast mindset and a strong work ethic.
• Ability to travel up to 30% for tradeshows, partner meetings, and field events.

8x8 is proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color,