Remote Partner Channel Growth Director

Onebridge; Indianapolis (IN); On-site; USD 150,000 - 230,000; Full time

Job summary

Marlabs is seeking a Partner Channel Sales Director to build and scale a high-impact partner ecosystem across the United States. You will shape channel strategy, recruit partners, and align partner initiatives with broader GTM plans to drive revenue growth.

This role requires strong negotiation, cross-functional leadership, and hands-on experience with Salesforce and PRM tools. You will lead enablement, programs, and joint campaigns while tracking KPIs to optimize performance.

Qualifications

• 8+ years of channel sales or partner management experience.
• Proven success building and scaling partner ecosystems.
• Strong understanding of VARs, MSPs, alliances, and OEM partnerships.
• Experience cross-functionally across sales, marketing, and go-to-market teams.
• 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 (Salesforce, PRM platforms) with a data-driven approach.
• Prior partnership experience with AWS, Snowflake, Databricks, Google Cloud, Microsoft, Salesforce, and Anthropic/OpenAI.

Responsibilities

• Execute a comprehensive channel and partner strategy aligned with 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.

Skills

Channel leadership

Partner ecosystem

Negotiation

Cross-functional

Go-to-market

CRM tools

Data-driven

Communication

Tools

Salesforce

PRM platforms

Job description

Marlabs is seeking a Partner Channel Sales Director to build and scale a high-impact partner ecosystem across the United States. You will shape channel strategy, recruit partners, and align partner initiatives with broader GTM plans to drive revenue growth.

This role requires strong negotiation, cross-functional leadership, and hands-on experience with Salesforce and PRM tools. You will lead enablement, programs, and joint campaigns while tracking KPIs to optimize performance.