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Job description
The Director, Channel Strategy owns the multi-year analytical and strategic plan for the channel organization. This role analyzes the partner landscape, market and technology variables, AI impacts, competitive dynamics and aligns the channel plan with the corporate multi-year strategy to produce channel priorities, investment, and resourcing decisions, the Northstar for global and regional channel teams
The role also owns the interlock between channel and the functions it depends on, Product/CPO, Corporate Strategy, GTM Ops, Finance, and the Regions. The ideal candidate combines strategic rigor, external market fluency, and hands-on experience building financial models and crossfunctional business cases in a commercial or channel environment
Maintain a standing view of the partner ecosystem, industry direction, and competitor channel motions, and pressure-test the 3-year strategy against where the market is actually moving
Bring an independent, externally informed point of view into every strategy review, not just a synthesis of internal priorities
Build and maintain the 3-year channel strategy, operating-model evolution, and investment/return models (e.g., AFFO impact, capacity utilization, interconnect attach)
Translate strategic priorities into a prioritized initiative portfolio with named owners and milestones
Maintain the financial case for channel investment decisions, in partnership with Finance
Partner with the Partner Solutions team to align partner archetype prioritization, RTM selection, and solution GTM strategy to the broader channel plan
Ensure partner-ready product requirements are aggregated into a single backlog and represented with one voice to CPO/CDIO
Support regional interlock process ensuring the Channel strategy is fully aligned with and integrated across the business
Design and maintain the leading/lagging KPI framework across all teams (natural growth vs. channel-incremental)
Own the standing interlock map, for every capability channel needs, document who owns it, what channel demands, and where channel builds only if a gap remains
Convert open dependencies (Product/CPO roadmap commitments, Corporate Strategy/EOP alignment, regional validation cadence) into named asks with an owner and a date
Escalate unresolved interlocks through steerco governance working with the operating system program manager
Represent channel strategy in GTM Ops, CPO/CDIO, Corporate Strategy, and Finance planning forums
Facilitate strategic planning workshops and alignment sessions across channel teams
Build the fact base and narrative for executive-level strategic decisions
Own all content required to tell the Channel strategy story effectively across all levels
15+ years in strategy consulting, corporate strategy, or channel/partner strategy roles
Experience in competitive intelligence, market/industry research, or partner ecosystem analysis
Experience partnering with Product/CPO, Finance, and Regional leadership in a matrixed organization
Experience designing KPI frameworks and executive scorecards
Background in channel, partner, GTM, or revenue operations strategy
Experience building financial and investment models (ROI, capacity, unit economics) for commercial or channel organizations
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Worksite address
redwood city, CA, 94061, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.