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San Mateo, California, United States
Remote only
About the Role:
We are seeking a highly strategic and execution-focused Channel Co-Sell Director to drive revenue through our partner ecosystem and cloud marketplaces.
This role sits at the intersection of Alliances and GTM, and is responsible for ensuring partners can effectively transact, co-sell, and scale Netomi through marketplace channels.
This position is focused on accelerating deals, navigating marketplace nuance, and unlocking partner-driven revenue, including committed cloud spend. You will understand the mechanics and checklists required to unlock committed cloud spend, co-sell motions, and marketplace transactions, and translate that into scalable enablement programs.
The ideal candidate is a builder and operator who understands how to translate complex products into partner-led revenue and can operationalize enablement to drive measurable pipeline and channel stickiness.
Design and execute a comprehensive channel enablement strategy aligned with partner and revenue goals
Partner closely with the VP of Alliances, Partners & Channels to prioritize partner segments and marketplace motions
Serve as a key driver of cloud marketplace success (AWS, Azure, GCP), enabling partners to transact and scale through these ecosystems
Build enablement programs that support co-sell readiness, marketplace listings, and private offer execution
Understand and operationalize the requirements to unlock partner-driven and customer committed cloud spend
Partner with Alliances and GTM to accelerate pipeline and revenue through marketplace channels
Ensure partners can effectively articulate Netomi’s value proposition and execute within marketplace frameworks
Identify friction points in partner-led deals and resolve them systematically
Create scalable enablement assets including playbooks, pitch decks, demo scripts, and certification materials
Partner with Marketing, Partner Enablement, GTM, and Solutions Engineering to ensure consistency in messaging and materials
Support partners in active deals, particularly those involving marketplace transactions and co-sell motions
Identify enablement gaps through partner and field feedback
Partner with Sales and Solutions teams to ensure alignment in joint GTM execution
Define and track key enablement metrics (e.g., partner activation, certification rates, marketplace pipeline, sourced/influenced revenue)
Measure effectiveness of enablement programs and continuously optimize
Report on partner readiness and marketplace impact to leadership
5–8+ years of experience in enablement, partner programs, or alliances roles in B2B SaaS
Direct experience with cloud marketplaces (AWS, Azure, GCP) and partner ecosystem motions
Strong understanding of co-sell frameworks, private offers, and committed cloud spend dynamics
Experience working with SIs, resellers, and/or technology partners
Proven ability to build and scale enablement programs tied to revenue outcomes
Strong understanding of enterprise sales cycles and partner-led GTM strategies
Excellent communication, program management, and cross-functional collaboration skills
Background in AI, SaaS, cloud, or customer experience technologies
Experience working in a hyperscale, partner-led organization
Familiarity with partner portals, LMS platforms, and enablement tooling
Experience supporting global partner ecosystems
Play a critical role in scaling a high-impact partner and marketplace ecosystem at the forefront of AI innovation
Directly influence pipeline and revenue through partner channels
Build and own a strategic function from the ground up
