Channel Co-Sell Director

About the Role:

We are seeking a highly strategic and execution-focused Channel Co-Sell Director to drive revenue through our partner ecosystem and cloud marketplaces.

This role sits at the intersection of Alliances and GTM, and is responsible for ensuring partners can effectively transact, co-sell, and scale Netomi through marketplace channels.

This position is focused on accelerating deals, navigating marketplace nuance, and unlocking partner-driven revenue, including committed cloud spend. You will understand the mechanics and checklists required to unlock committed cloud spend, co-sell motions, and marketplace transactions, and translate that into scalable enablement programs.

The ideal candidate is a builder and operator who understands how to translate complex products into partner-led revenue and can operationalize enablement to drive measurable pipeline and channel stickiness.

Partner Enablement Strategy & Ecosystem Acceleration

• Design and execute a comprehensive channel enablement strategy aligned with partner and revenue goals

• Partner closely with the VP of Alliances, Partners & Channels to prioritize partner segments and marketplace motions

• Serve as a key driver of cloud marketplace success (AWS, Azure, GCP), enabling partners to transact and scale through these ecosystems

• Build enablement programs that support co-sell readiness, marketplace listings, and private offer execution

• Understand and operationalize the requirements to unlock partner-driven and customer committed cloud spend

• Partner with Alliances and GTM to accelerate pipeline and revenue through marketplace channels

• Ensure partners can effectively articulate Netomi’s value proposition and execute within marketplace frameworks

• Identify friction points in partner-led deals and resolve them systematically

Content & Program Development

• Create scalable enablement assets including playbooks, pitch decks, demo scripts, and certification materials

• Partner with Marketing, Partner Enablement, GTM, and Solutions Engineering to ensure consistency in messaging and materials

Field & Partner Support

• Support partners in active deals, particularly those involving marketplace transactions and co-sell motions

• Identify enablement gaps through partner and field feedback

• Partner with Sales and Solutions teams to ensure alignment in joint GTM execution

Performance & Analytics

• Define and track key enablement metrics (e.g., partner activation, certification rates, marketplace pipeline, sourced/influenced revenue)

• Measure effectiveness of enablement programs and continuously optimize

• Report on partner readiness and marketplace impact to leadership

• 5–8+ years of experience in enablement, partner programs, or alliances roles in B2B SaaS

• Direct experience with cloud marketplaces (AWS, Azure, GCP) and partner ecosystem motions

• Strong understanding of co-sell frameworks, private offers, and committed cloud spend dynamics

• Experience working with SIs, resellers, and/or technology partners

• Proven ability to build and scale enablement programs tied to revenue outcomes

• Strong understanding of enterprise sales cycles and partner-led GTM strategies

• Excellent communication, program management, and cross-functional collaboration skills

• Background in AI, SaaS, cloud, or customer experience technologies

• Experience working in a hyperscale, partner-led organization

• Familiarity with partner portals, LMS platforms, and enablement tooling

• Experience supporting global partner ecosystems

• Play a critical role in scaling a high-impact partner and marketplace ecosystem at the forefront of AI innovation

• Directly influence pipeline and revenue through partner channels

• Build and own a strategic function from the ground up