Director – Channel Partnerships

Chainalysis Inc.

Director of global channel partnerships at Chainalysis scaling technology solutions for crypto and financial services industries. Building and executing an extensive partner ecosystem to enhance market reach.

Posted 4/24/2026full-timeRemote • Arizona, California, New York, Oregon, Washington • 🇺🇸 United StatesLead💰 $192,000 - $250,000 per yearWebsite

About the role

Key responsibilities & impact

Build and execute the global channel strategy and program for Chainalysis, with a primary focus on resellers, VARs, distributors, MSPs, and SIs that extends our reach across target markets across crypto, financial services and public sector industries.
Develop and roll out a scalable channel partner program (tiers, requirements, benefits) that incentivizes partners to source, influence and close new business.
Hire, lead, and develop a small team of regional channel managers across the Americas, EMEA, APAC who will own day‑to‑day execution with local partners.
Define and track partner-sourced and partner‑influenced pipeline and revenue in collaboration with RevOps, and use data to guide investment, prioritization, and quarterly business reviews.
Design and deliver partner enablement on Chainalysis products and how to sell them – including ICPs and use cases, sales plays, how to qualify and register opportunities, co‑sell workflows, and objection handling.
Partner closely with Sales, RevOps, Marketing, and Product to define how channel partners fit into our core growth motions.
Establish governance cadences with strategic partners (joint business plans, QBRs/EBRs, pipeline and performance reviews) and with internal stakeholders.
Collaborate with Legal and Finance to structure scalable commercial frameworks and standard terms (discount/margin structures, referral or rebate mechanisms, and deal‑desk guidelines) that work across regions.

Requirements

What you’ll need

Proven experience owning and scaling a channel partner motion for a technology company, including responsibility for partner strategy, program design, and execution.
Hands‑on experience working with resellers, VARs, distributors, MSPs, and/or systems integrators as core GTM routes (not just one‑off deals).
A track record of designing partner programs (tiers, incentives, enablement, performance metrics) that drove measurable increases in partner‑sourced revenue.
Demonstrated people leadership experience - setting goals, coaching channel or partner managers, and holding the team accountable to outcomes.
Strong commercial and operational acumen - comfortable with margin structures, rebate and incentive design, deal governance, and conflict resolution between direct and indirect motions.
Experience collaborating closely with regional sales leadership and RevOps to define attribution, dashboards, and forecast processes for partner contribution.
Strong technical acumen around blockchain technology, with the ability to quickly learn Chainalysis products and turn that knowledge into effective enablement for channel partners.
Excellent communication skills, with the ability to influence at executive level (internally and at partners), simplify complex GTM concepts, and align multiple stakeholders on a clear plan.

Benefits

Comp & perks

Offers Equity
Offers Commission

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel partner strategyprogram designpartner enablementperformance metricsmargin structuresrebate designdeal governanceblockchain technologyGTM conceptsdata analysis

Soft Skills

people leadershipcoachinggoal settinginfluencingcommunicationconflict resolutioncollaborationaccountabilityorganizational skillsstakeholder alignment