Vonage
Director of US Channel & VAR Partnerships (API/CPaaS)
Work from Home -US · Director
No sponsorship$60k-$90kDetected 37 days ago
SalesforceBusiness DevelopmentLeadershipCommunication
About the role
- Why this role matters: Vonage is seeking a US-based strategic, growth-oriented, and process-driven Director of Global Channel & VAR Partnerships to architect, launch, and scale our new Value Added Reseller (VAR) ecosystem.
- Historically, Vonage's API business unit has driven market dominance through strategic hyper-scalers, Global Systems Integrators (GSIs), and Tier-1 Communication Service Providers.
Responsibilities
- 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.
- Partner Recruitment & Execution
- 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.
- Archetype: 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.
- Operational Rigor: Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.
- Employee Support Program (EAP)
Requirements
- Bachelor's degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).
- Legal authorization to work in the USA is required.
Skills
- Join Vonage and help us innovate cloud communications for businesses worldwide!
- Expansion to other countries will occur once the US model has been proven.
- Operational Leadership
- 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors.
Compensation
- The posted range represents the good faith salary for this role at the time of posting.
- $135,301 - $177,582 USD
Benefits
- Company Bonus or Commission Structure (depending on the role)
- Medical, Dental, and Vision Coverage Options
- Short-Term Disability (STD)
- Long-Term Disability (LTD)
- Maternity/Parental Leave
- Flexible Spending Accounts (FSA)
- Health Savings Account (HSA)
- Lifestyle Benefits
- Volunteer Time Off (VTO)
- Tuition Reimbursement - available for select positions; full details will be shared during the interview process
- Final compensation is determined by factors including (but not limited to) geographic location, relevant experience, specific skill sets, and internal equity. #LI-HB
Company info
- Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.
- Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.
- Vonage is a global cloud communications leader.
- And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs.
- Ready to innovate?
- Then join us today.
- Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list.
- Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.
- We are unable to sponsor individuals for employment visas, now or in the future, for this job opening.
- We are open to considering fully remote candidates located within the United States.
Visa & Work Authorization
- Sponsorship is not available.
This listing is sourced directly from Vonage's careers page and normalized into a canonical job model.