Strategic Channel Sales Lead, MSP & Partnerships

Zaddy Solutions; New York (NY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Zaddy Solutions is seeking a Channel Sales Manager for its enterprise AI governance platform. This hybrid role in Midtown Manhattan requires building and maturing a partner ecosystem with MSPs, distributors, resellers, OEMs, and strategic technology partners to generate qualified opportunities and revenue.

You will recruit, onboard, and activate partners, define program tiers, negotiate terms, and measure partner-sourced pipeline, balancing hands-on execution with strategy as the program

Qualifications

• Direct experience in channel sales, partner sales, strategic partnerships, alliances, or business development within B2B technology.
• Experience selling through MSPs, distributors, resellers, OEMs, or similar partner models.
• Named partner relationships and measurable examples of partner-sourced revenue.
• Track record of recruiting and activating partners rather than only maintaining inherited relationships.
• Experience building a partner ecosystem, territory, market, or region from an early stage.
• Ability to explain how MSP, distributor, reseller, and OEM business models differ.
• Experience negotiating commercial agreements involving margins, discounts, revenue sharing, marketing funds, or minimum commitments.
• Familiarity with Salesforce and partner-management platforms.
• Experience tracking partner-sourced revenue, partner-influenced pipeline, activation rate, time to first deal, and partner productivity.
• Strong commercial judgment and the ability to work across sales, marketing, product, finance, and legal teams.
• Comfort operating in an environment where the channel strategy and playbook are still being built.
• Legal authorization to work in the United States without current or future visa sponsorship.
• Experience working directly with organizations such as Ingram Micro, TD SYNNEX, Arrow, Pax8, or comparable distributors and marketplaces is a strong differentiator. Additional differentiators include experience originating a major partner relationship, launching a new region, or negotiating an OEM, embedded, or white-label agreement.

Responsibilities

• Identify the MSPs, distributors, resellers, OEMs, and technology partners with the greatest market potential
• Develop partner segmentation, engagement models, program tiers, and performance expectations
• Build a repeatable strategy for expanding market reach through indirect sales channels
• Originate new partner relationships rather than relying solely on an inherited network
• Recruit, onboard, and activate partners capable of generating qualified opportunities
• Build relationships with decision-makers across MSPs, distributors, marketplaces, resellers, and technology companies
• Move partner relationships from initial conversations to active co-selling and revenue production
• Negotiate margins, discounts, revenue-sharing structures, minimum commitments, marketing funds, and related commercial terms
• Coordinate with legal, finance, product, and executive stakeholders throughout the agreement process
• Support OEM, embedded, and white-label partnership discussions when appropriate
• Own measurable partner-sourced pipeline and revenue goals
• Distinguish clearly between partner-sourced and partner-influenced opportunities
• Work with partners to identify target accounts, create introductions, and support joint opportunities
• Track partner activation, time to first deal, pipeline creation, conversion, and closed revenue
• Develop onboarding, sales enablement, co-marketing, and co-selling programs
• Create partner materials, training resources, sales plays, and joint go-to-market plans
• Manage deal registration, partner communications, pipeline reporting, and performance reviews
• Use CRM and partner-management tools to maintain visibility into activity and results

Skills

Channel sales

Strategic partnerships

Partner recruitment

Partner activation

Negotiation

Cross-functional collaboration

Partner-sourced revenue

Salesforce familiarity

Tools

Salesforce

Job description

Zaddy Solutions is seeking a Channel Sales Manager for its enterprise AI governance platform. This hybrid role in Midtown Manhattan requires building and maturing a partner ecosystem with MSPs, distributors, resellers, OEMs, and strategic technology partners to generate qualified opportunities and revenue.

You will recruit, onboard, and activate partners, define program tiers, negotiate terms, and measure partner-sourced pipeline, balancing hands-on execution with strategy as the program