Global Channel Partnerships Director

Menlo Ventures; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

OpenRouter is seeking a Channel Partnerships Director to launch and scale our global indirect sales motion from the ground up. You will own partnerships across cloud marketplaces, GSIs, distributors, and resellers, partnering with sales to close partner-sourced business and drive revenue growth.

Starting as an individual contributor, you will build the framework to scale, then recruit and lead a team to deepen partner coverage.

Qualifications

• 7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company.
• Proven track record in 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

Partnership strategy

Channel partnerships

B2B SaaS

Sales enablement

Job description

OpenRouter is seeking a Channel Partnerships Director to launch and scale our global indirect sales motion from the ground up. You will own partnerships across cloud marketplaces, GSIs, distributors, and resellers, partnering with sales to close partner-sourced business and drive revenue growth.

Starting as an individual contributor, you will build the framework to scale, then recruit and lead a team to deepen partner coverage.