Channel Partnerships Director

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OpenRouter

WebsiteLinkedInAll Job Openings

1 - 10 employees

Founded 2023

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

Consulting • Marketing • Artificial Intelligence

OpenRouter is a platform providing a unified interface for interacting with various large language models (LLMs). It focuses on delivering better prices and uptime without the need for subscriptions. The platform supports multiple AI tasks and showcases models like Mistral Small 3 and DeepSeek R1 Distill Qwen 32B, which are designed for fast performance and high accuracy. OpenRouter also features gaming and coding tools that enhance usability across different sectors such as marketing, finance, and education.

📋 Description

• Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners. • Establish OpenRouter's presence on major cloud marketplaces, optimize listings, enable co-sell motions with hyperscaler sales teams, and drive private offers and marketplace transactions. • Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers. • Work closely with partner sales teams and OpenRouter's Account Executives to identify opportunities, support deal cycles, and close partner-sourced business. • Build and maintain executive-level relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve conflicts. • Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks. • Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions.

🎯 Requirements

• 7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company. • Proven track record in building indirect sales programs from early stages. • Experience hiring, developing, and managing partnerships teams across multiple channel types (marketplaces, system integrators, distributors, resellers). • Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure). • History of achieving significant partner revenue targets (30%+ of company revenue through indirect channels). • Executive presence with the ability to build relationships at the C-level and manage QBRs.

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Professional development opportunities