Head of Channel

Who You Are

As the Head of Channel-East, you will own the strategy and execution of Rhombus' channel organization. You'll be responsible for continuing to build and scale our channel business by developing strong relationships with key partners, expanding our partner ecosystem, and building a repeatable channel motion that drives meaningful revenue growth. You'll lead and develop a team of high performing channel managers while remaining hands-on with strategic partners, key opportunities, and the initiatives that will take our channel organization to the next level. 
 
You'll work closely with Sales, Marketing, Channel Operations, Channel Marketing, Product and other cross-functional teams to ensure our channel strategy is aligned with broader company goals and that our partners have the resources, enablement, and support needed to succeed.

What You'll Do

Channel Strategy & Partner Development

Identify and recruit new channel partners in target geographies and verticals to expand market coverage
Establish and track channel KPIs, pipeline, revenue performance, partner productivity, and other metrics to measure the health and growth of the channel business.
Maintain executive-level business relationships and serve as the primary point of contact for distributors and key regional partners, negotiating agreements and resolving conflict
Work closely with sales, marketing, operations, engineering, product, and support to align channel efforts with company goals
Bring a data-driven approach to prioritizing partners, investments, and growth opportunities.
Identify gaps in our channel programs and continuously improve processes, incentives, and partner engagement.

Revenue Ownership

Responsible for all aspects of the overall company relationship with distribution and partners including revenue growth, new logo acquisition and business partner management
Own and overachieve team revenue targets for total partner revenue going through channel partners as well as partner sourced net new logo opportunities and revenue
Work closely with field & channel & sales teams to drive net new logo acquisition, upsell and cross-sell via distribution and channel partners

Team & Reporting

Coach and develop a high performing team of channel account managers
Report channel performance and KPIs
Conduct performance and talent reviews for channel managers

Operational Coordination

Partner with Legal to draft and negotiate distributor and partner agreements
Work with Supply Chain and Operations to align channel demand and partner program changes
Collaborate with Channel Account Managers to manage distributor related matters

Partner Enablement

Develop knowledge of distribution partner priorities, industry trends, and landscape, Rhombus’ priorities, and Rhombus’ Technology and communicate value of the portfolios and solutions to better differentiate Rhombus from competitors
Work with partner marketing to produce channel-ready collateral, one pagers, toolkits, case studies, demand generation initiatives and incentive programs to increase partner recruitment and enablement
Onboard and conduct periodic sales/product training for new and existing distributors and partners
Ensure partners are equipped to handle warranty claims, RMAs and technical support tiering

What You'll Bring

BA/BS or equivalent relevant experience
8+ years of partner/channel experience, preferably in physical security, with proven track record and results 
Proven track record of scaling an existing channel business and driving revenue through partners
Experience managing and developing high-performing sales or channel teams
Self-sufficient and always looking for ways to improve and recommend new, scalable approaches
Player/Coach mentality — you’re comfortable setting the strategy while rolling up your sleeves to make it happen
Strong team player with demonstrated ability to develop cross-functional relationships 
Ability to work in a fast-paced environment with minimal supervision, balance multiple priorities, and achieve deadlines
Effective relationship building, analytical, and problem-solving skills, with the ability to influence internal and external stakeholders
Strong communication, selling, and negotiation skills
Experience using Salesforce, PRM tools and MS Office
 

What Sets You Apart

Experience launching channel programs in new international markets, including navigating import/export and regional certification requirements
Experience in physical security, SaaS, technology, or a related industry
Prior experience scaling a channel team