Director, Channel Partnerships

Zapier

. Lead channel partnership strategy and team .

Posted 5/1/2026full-timeRemote • 🇺🇸 United StatesLead💰 $231,800 - $347,700 per yearWebsite

About the role

Key responsibilities & impact

Lead channel partnership strategy and team
Own the revenue targets across Solution Partners, experimental motions, and hyperscalers
Develop and set a high bar for the organization
Build and evolve program infrastructure for partner success
Connect channel activity to ARR and provide forecasting to leadership
Collaborate with internal teams to embed channel motions into sales processes
Drive partner demand generation initiatives
Measure ROI of channel efforts and assess market dynamics
Champion AI-first approaches in pipeline management and team workflows
Support the development and mentoring of teammates

Requirements

What you’ll need

10+ years of experience in channel partnerships, partner sales, or alliances
Track record of leading teams from ICs to senior managers
Experience in turning market insights into strategies for business impact
Revenue-minded with experience in partner-sourced and partner-influenced revenue targets
Familiar with designing coverage and capacity models
Proven skills in architecting channel programs and building partner ecosystems
Financial modeling and business case development skills
Exceptional communication and cross-functional operation skills
Ability to define and size new services opportunities
Data-driven approach to goal setting and outcome measurement

Benefits

Comp & perks

Offers Equity
Offers Bonus

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

channel partnershipspartner salesalliancesfinancial modelingbusiness case developmentrevenue targetscoverage modelscapacity modelsdata-driven approachpipeline management

Soft Skills

leadershipcommunicationcross-functional collaborationmentoringstrategic thinkingteam buildinggoal settingoutcome measurementmarket insight analysispartner demand generation