Global Channel Partnerships Director

OpenRouter; New York (NY); On-site; USD 180,000 - 260,000; Full time

Job summary

OpenRouter is seeking a Channel Partnerships Director to build our indirect sales motion from the ground up and drive revenue through partner channels. You will develop a global strategy across cloud marketplaces, system integrators, distributors, and resellers, and establish scalable partner programs.

Initially an individual contributor, you’ll own the ecosystem and set the foundation for scalable growth, eventually leading a team to deepen partner coverage and accelerate results.

Qualifications

• 7+ years in channel partnerships or partner development at a B2B SaaS or infrastructure company.
• Proven track record building indirect sales programs from early stages.
• Experience hiring, developing, and managing partnerships teams across multiple channel types (marketplaces, system integrators, distributors, resellers).
• Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure).
• History of achieving significant partner revenue targets (30%+ of company revenue through indirect channels).
• Executive presence with the ability to build relationships at the C-level and manage QBRs.

Responsibilities

• Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners.
• Establish OpenRouter's presence on major cloud marketplaces, optimize listings, enable co-sell motions with hyperscaler sales teams, and drive private offers and marketplace transactions.
• Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers.
• Work closely with partner sales teams and OpenRouter's Account Executives to identify opportunities, support deal cycles, and close partner-sourced business.
• Build and maintain executive-level relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve conflicts.
• Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks.
• Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions.

Skills

Channel partnerships

B2B SaaS

Partner development

Cloud marketplaces

Executive relationships

Job description

OpenRouter is seeking a Channel Partnerships Director to build our indirect sales motion from the ground up and drive revenue through partner channels. You will develop a global strategy across cloud marketplaces, system integrators, distributors, and resellers, and establish scalable partner programs.

Initially an individual contributor, you’ll own the ecosystem and set the foundation for scalable growth, eventually leading a team to deepen partner coverage and accelerate results.