VP of Channel

StarBridge Advisors

VP of Channel at Starbridge leading channel initiatives and building partnerships in the public sector. Driving growth with inside sales and vendor collaboration for a tech-forward approach.

Posted 5/26/2026full-timeRemote • 🇺🇸 United StatesLead💰 $300,000 - $350,000 per yearWebsite

Tech Stack

Tools & technologies

Splunk

About the role

Key responsibilities & impact

Building and managing the inside sales and contract negotiation team, scaling from a founding crew to 10-30+ people.
Opening and deepening vendor partnerships at the SVP/CRO level across the SLED software ecosystem (Crowdstrike, Splunk, Tanium, Palo Alto, OpenGov, Tyler Technologies, and others).
Developing and executing the strategic point of view on how a tech-forward VAR disrupts the incumbent model.
Authorization onto the cooperative vehicles that matter: TIPS, Sourcewell, OMNIA, NASPO ValuePoint, GSA Schedule 70, Texas DIR, California CMAS, and the state vehicles relevant to our customer base.
Direct P&L ownership for the channel business.

Requirements

What you’ll need

12-15+ years of operational leadership inside a real VAR.
Direct P&L responsibility for $100M+ in GMV at a vertical or business unit level.
Personally negotiated authorization onto multiple cooperative vehicles.
Built and managed inside sales and contract negotiation teams of 10-30+ people.
Vendor relationships at the SVP/CRO level across the SLED software ecosystem.
A clear, specific point of view on what the incumbents do badly and how a tech-forward VAR can disrupt them.

Benefits

Comp & perks

Competitive salary + early-stage equity
Comprehensive medical, dental, and vision insurance
Unlimited PTO
Regular offsites (NYC + global locations)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

P&L managementcontract negotiationvendor managementsales team managementstrategic planningauthorization negotiationoperational leadershipbusiness unit managementVAR operationscooperative vehicle authorization

Soft Skills

leadershipcommunicationstrategic thinkingrelationship buildingnegotiationteam managementproblem solvingcollaborationinfluencingdecision making