Zello
Director, Global Partner & Channel Strategy
Austin, Texas · Director
Sponsorship not specifiedDetected 135 days ago
Product StrategyForecastingLeadershipCommunicationCollaboration
About the role
- If you understand frontline enterprise mobility, rugged device ecosystems, attach-rate programs, and how bundling actually happens in the field, then this is a rare opportunity to shape the next stage of growth for a category-defining communications platform.
- Segment and prioritize OEMs, VARs, carriers, and distributors
- Define global expansion roadmap for indirect revenue
Responsibilities
- Build a narrative that makes Zello indispensable in frontline mobility stacks
- This leader will design and operationalize a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with the mandate to drive 50% of new revenue through partners within a few years.
- Design and execute Zello's global partner ecosystem strategy
- Own partner-sourced revenue targets
- Build predictable partner pipeline generation
- Drive preload, packaging, and bundled SKU initiatives
- Collaborate with Product on device integration, provisioning, and roadmap alignment
- Partner with Finance and Legal to structure scalable partner agreements
- Build the foundation to eventually own all global indirect revenue
- The right leader will transform how Zello goes to market, expand our global reach, and build a durable indirect revenue engine that accelerates our trajectory.
Requirements
- 7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem roles
- Deep experience with frontline mobility deployments
- Experience structuring attach-rate or bundled programs
- Experience collaborating with direct sales organizations in co-sell environments
- Ability to influence pricing, packaging, and product strategy
- All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.
Nice to have
- Experience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell)
- Experience with Carriers and ISVs
- Familiarity with MDM ecosystems
- Experience negotiating OEM master agreements
- Early leadership experience managing teams
- A strategic ecosystem thinker who sees 3-5 years ahead
- Commercially assertive and comfortable owning revenue targets
- Operationally disciplined - you understand attach rates, margins, and forecasting
Skills
- Develop partner tiering, certification, and enablement frameworks
Compensation
- Influence compensation structures and rules of engagement to avoid channel conflict
Benefits
- We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off.
Company info
- We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box.
This listing is sourced directly from Zello's careers page and normalized into a canonical job model.