Forward
VP - Strategic Partnerships & Channel Sales
Santa Clara · Vp
Sponsorship not specified$390k-$420kDetected 33 days ago
SalesforceLeadershipCommunicationCollaboration
About the role
- We're looking for our first VP of Strategic Partnerships & Channel Sales to design, launch, and scale Forward's partner ecosystem from the ground up.
- You will be responsible for designing, building, and scaling a world-class partner ecosystem that includes Managed Service Providers (MSPs), System Integrators, Commercial & Government Resellers, Technology and Strategic Partnerships.
Responsibilities
- Lead our global channel strategy. Ensure that regional resellers and distributors are equipped with the technical and sales resources needed to identify and close "Land & Expand" opportunities.
- Develop strategic partnerships with key technology companies. Identify and cultivate relationships with complementary technical partners that supports product integrations and drives incremental revenue.
- Establish C-level relationships across top partners and act as the executive face of Forward within our partner ecosystem
- Design & manage our partner program.
- Build the foundations from scratch - tiering, margins and incentives, deal registration, co-sell motions, enablement, and the tooling needed to run it.
- Build partnerships where their teams can both sell and deliver our technology.
- Drive revenue. Partner closely with sales to drive sell-to and sell-through opportunities. Ultimately, own a partner-sourced and partner-influenced pipeline number and the closed revenue that follows
- Work cross-functionally. Work with Product, Sales, Operations, Finance & Marketing on various activities including partner-ready packaging, co-marketing and lead-gen, co-selling rules of engagement and partner enablement.
- 12+ years in channel/partner sales, with at least 6+ years in leadership, including hands-on selling, not just program management.
- Proven experience build the channel & partner function - you've built or substantially scaled a channel & partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on.
Requirements
- Builder / Architect mentality - You can move seamlessly from strategy to execution, driving real outcomes in the field.
- You bring the urgency, ownership, and accountability required to transform a partner function into a growth engine
Nice to have
- Relevant Network or Network adjacent security experience You understand networks and how they work and have sold similar technology products to our buyers
- Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM).
- Experience navigating channel conflict in a company running both direct and indirect motions.
- Architect our MSP/Systems Integrator strategy.
Skills
- Forward Networks is transforming how the world's most complex networks are managed and secured.
Compensation
- According to IDC, Forward Networks customers realize an average of $14.2 million in annual benefits through improved efficiency and security.
Company info
- What We're Looking For
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This listing is sourced directly from Forward's careers page and normalized into a canonical job model.