Partner Channel Sales Director

Marlabs Inc.; Northern (KY); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Marlabs Inc. is seeking a Partner Channel Sales Director to build and scale a high-performing partner ecosystem across major cloud and tech platforms. You will recruit, onboard and enable partners, align partner initiatives with GTM efforts, and manage ongoing relationships to accelerate revenue growth.

The role is remote in the United States with a flexible EST schedule, requiring leadership, strategic thinking and strong negotiation capabilities to drive measurable business outcomes.

Qualifications

• 8+ years in channel sales or partner management with leadership experience.
• Proven success building and scaling partner ecosystems driving revenue growth.
• Strong understanding of VARs, MSPs, alliances and OEM partnerships.
• Cross-functional work across sales, marketing and GTM teams.
• Design and execute partner programs, incentives and joint GTM strategies.
• Strong negotiation, communication and relationship management skills.
• CRM and partner tools experience (Salesforce, PRM) with data-driven decisions.
• Prior ecosystem partnerships with AWS, Google Cloud, Microsoft, Salesforce, Databricks, Snowflake, Anthropic/OpenAI.

Responsibilities

• Execute a comprehensive channel and partner strategy aligned with revenue objectives.
• Build and manage partner programs, incentives, tiering, and performance frameworks.
• Identify, recruit onboard and enable strategic partners (resellers, integrators, alliance partners).
• Collaborate with sales to integrate partner opportunities into pipeline and forecasting.
• Partner with marketing on joint campaigns, demand gen and co-branded programs.
• Lead partner enablement including training, certifications, and sales playbooks.
• Negotiate partnerships and manage ongoing relationships for growth.
• Attend events and analyze market trends to refine the partner network.
• Establish and track KPIs like pipeline contribution and partner ROI.

Skills

Channel sales leadership

Go-to-market collaboration

Partner recruitment

Negotiation & relationship management

Data-driven decisions

Tools

Salesforce

PRM platforms

Job description

Marlabs, a global AI and Digital Solutions Consulting firm, delivers intelligent solutions across AI, data, analytics, and product engineering. Since 2000, we have partnered with some of the largest healthcare, life sciences, financial services, and government organizations worldwide. As we continue to expand our global footprint, we have an exciting opportunity for a highly-skilled Partner Channel Sales Leader to join our innovative team.

This role is based remotely in the U.S. working on a flexible EST schedule.

Partner Channel Sales Director | About You

As a Partner Channel Sales Director, you are responsible for building, scaling, and leading a high-performing partner ecosystem that drives revenue growth and market expansion from the ground up. You are both a strategic thinker and an operational leader who thrives in environments where you can define structure while also executing day-to-day priorities. You bring the ability to wear multiple hats, develop channel strategy, build and manage partner programs, and directly engage partners to accelerate growth. You excel at aligning partner strategies with broader go-to-market initiatives and creating clarity in environments without an established partner organization. You have a proven track record of recruiting, enabling, and managing partners across key ecosystems, including Microsoft, Google Cloud, AWS, Salesforce, Anthropic, OpenAI, Databricks, and Snowflake. You are passionate about building long-term, value-driven relationships that deliver measurable business outcomes.

Partner Channel Sales Director | Day-to-Day

• Execute a comprehensive channel and partner strategy aligned with overall revenue and growth objectives.
• Build and manage existing partner programs, including incentives, tiering structures, and performance frameworks.
• Identify, recruit, onboard, and enable strategic partners such as resellers, integrators, and alliance partners.
• Collaborate with sales leadership to integrate partner-driven opportunities into pipeline development and forecasting.
• Partner closely with marketing teams to co-develop joint campaigns, demand generation initiatives, and co-branded programs.
• Lead partner enablement efforts including training, certifications, and development of sales playbooks.
• Negotiate partnership agreements and manage ongoing relationships to drive sustained growth.
• Attend industry and partner events while analyzing market trends and ecosystem opportunities to continuously refine and expand the partner network.
• Establish and track KPIs such as pipeline contribution, partner revenue, engagement, and ROI to optimize performance.

Partner Channel Sales Director | Skills & Experience

• 8+ years of experience in channel sales or partner management, including leadership responsibilities.
• Proven success building and scaling partner ecosystems that drive measurable revenue growth.
• Strong understanding of channel sales models such as VARs, MSPs, alliances, and OEM partnerships.
• Experience working cross-functionally across sales, marketing, and go-to-market teams.
• Demonstrated ability to design and execute partner programs, incentives, and joint GTM strategies.
• Strong negotiation, communication, and relationship management skills.
• Experience with CRM and partner management tools such as Salesforce and PRM platforms, with a data-driven approach to decision-making.
• Prior partnership experience with major ecosystems required, including AWS, Google Cloud (GCP), Microsoft, Salesforce, Databricks, Snowflake, and Anthropic/OpenAI.