Vice President - Channel & Strategic Alliances

Who We Are:

What We Are Looking For:

Our partners put Bandwidth in front of customers we can't reach alone. As our VP of US channel and strategic alliances, you will decide how we grow through them.

You will lead the team that recruits, activates, and grows channel partners. You will also build sell-with alliances with companies like Salesforce, creating joint opportunities and repeatable revenue for both sides. You will own the pipeline and revenue that result, and you will have the executive support to build it right.

What You'll Do:

• Set the US channel and alliances strategy. Decide which partner segments and markets to pursue, how to cover them, and where to invest.
• Build and lead the team. Coach your managers and partner leads to recruit, activate, and grow partners with clear goals and accountability.
• Own the partner lifecycle. Run recruitment, registration, contracting, onboarding, enablement, and activation, and cut the time it takes a partner to reach a first deal.
• Grow partner productivity. Review your partner base, focus on the partners with the most revenue potential, and set business plans that raise revenue per partner.
• Build strategic alliances. Develop executive relationships and reciprocal sell-with motions with Salesforce and other technology, platform, and services leaders. Turn them into joint go-to-market plans, account mapping, and pipeline programs that run in the daily work of both sales teams.
• Drive pipeline and revenue. Own partner-sourced and partner-influenced pipeline targets, forecasting, and reporting. Tie every program and investment to a commercial outcome.
• Work across Bandwidth. Partner with direct sales, Product, Marketing, Customer Success, Finance, Legal, and Sales Operations. Set clear rules of engagement and deal registration to keep channel conflict low.

What You Need:

Education:   

• Bachelor’s degree with business concentration

Experience:  

• 15+ years leading channel, partner sales, strategic alliances, or indirect sales, with direct responsibility for revenue.
• A record of building and leading high-performing partner organizations.
• Experience scaling enterprise technology alliances, including co-selling and sell-with partnerships.
• Experience in a complex B2B technology business with several routes to market.

Knowledge:  

• Deep knowledge of the full partner lifecycle, from recruitment to revenue growth.
• Command of partner economics, compensation models, incentives, and program structure.
• Experience managing pipeline, forecasting, and revenue accountability for partner-sourced and partner-influenced business.
• SI Proficiency: You don't just use SI — you build with it. You've created automations, workflows, or tools that others on your team rely on, combining SI with existing systems and data to solve real business problems. You design responsible use from day one.

Skills: 

• Strong executive presence, negotiation skills, and a habit of working across sales, marketing, product, finance, and legal.
• Ability to maintain a deep understanding of the sales pipeline, trends and potential risk.
• Strong problem-solving and collaboration skills.
• Ability to influence thinking or gain acceptance of others in sensitive situations
• Ability to lead sales team in all areas of the sales cycle
• Strong quantitative, analytical, and conflict resolution ability

Bonus Points:

Education:

• MBA

Experience: 

• Background in CPaaS, cloud communications, SaaS, or telecommunications.
• Established relationships with technology ecosystem partners, systems integrators, or enterprise services firms.
• A history of turning a channel organization into a predictable revenue contributor.

Knowledge: 

• Direct partnership experience with Salesforce or a comparable platform.

The Whole Person Promise:

At Bandwidth, we’re pretty proud of our corporate culture, which is rooted in our “Whole Person Promise.” We promise all employees that they can have meaningful work AND a full life, and we provide a work environment geared toward enriching your body, mind, and spirit. How do we do that? Well…

• 100% company-paid Medical, Vision, & Dental coverage for you and your family with low deductibles and low out-of-pocket expenses.
• All new hires receive four weeks of PTO.
• PTO Embargo. When you take time off (of any kind!) you’re embargoed from working. Bandmates and managers are not allowed to interrupt your PTO – not even with email.
• Additional PTO can be earned throughout the year through volunteer hours and Bandwidth challenges.
• “Mahalo moments” program grants additional time off for life’s most important moments like graduations, buying a first home, getting married, wedding anniversaries (every five years), and the birth of a grandchild.
• 90-Minute Workout Lunches and unlimited meetings with our very own nutritionist.