Director of US Channel – VAR Partnerships, API, CPaaS

Vonage

Director of US Channel & VAR Partnerships for Vonage, architecting and scaling a new Value Added Reseller ecosystem. Focus on US VARs, transitioning to a high-velocity revenue model.

Posted 6/15/2026full-timeRemote • 🇺🇸 United StatesLead💰 $135,301 - $177,582 per yearWebsite

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

Design the Blueprint: Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams.
Productize the API Portfolio: Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize.
Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration.
Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft).
Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days.
Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore).
Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios.
Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

Requirements

What you’ll need

8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors.
A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem.
Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable.
Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.
Experience working within distributed teams across multiple geographies.
Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

Benefits

Comp & perks

Company Bonus or Commission Structure (depending on the role)
Medical, Dental, and Vision Coverage Options
401(k) Savings Plan
Company-Paid Basic Life and AD&D Insurance
Short-Term Disability (STD)
Long-Term Disability (LTD)
Maternity/Parental Leave
Flexible Spending Accounts (FSA)
Health Savings Account (HSA)
Employee Support Program (EAP)
Voluntary Supplemental Insurance
Lifestyle Benefits
Volunteer Time Off (VTO)
Tuition Reimbursement - available for select positions; full details will be shared during the interview process

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

API business modelsPartner Relationship Management (PRM)automation platformsdata-driven reportingchannel managementbusiness developmentprogrammatic MDF ROItransaction frequencymargin structuresdiscount structures

Soft Skills

leadershipmentoringcollaborationrecruitmentorganizational skillscommunicationdata analysisproblem-solvingstrategic thinkingadaptability