Head of Channel

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $180k - $220k / year

⏰ Full Time

🔴 Lead

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Rhombus

WebsiteLinkedInAll Job Openings

51 - 200 employees

🔐 Security

🤖 Artificial Intelligence

☁️ SaaS

💰 $10M Series A on 2021-10

Security • Artificial Intelligence • SaaS

Rhombus is a leading provider of modern physical security solutions, offering a unified and cloud-based system designed to make spaces smarter and safer. Specializing in advanced security cameras, access control, smart sensors, and alarm monitoring, Rhombus provides comprehensive visibility and management from a centralized platform. Their platform is built for easy deployment and scalability, allowing users to remotely manage a wide array of devices and integrations. With powerful onboard analytics and AI-driven real-time alerts, Rhombus optimizes security operations and accelerates incident investigations. Widely trusted by industry leaders, Rhombus is known for its reliability, efficient solutions, and exceptional user experience.

📋 Description

• Own the strategy and execution of Rhombus' channel organization • Build and scale the channel business through partner relationships, ecosystem expansion, and a repeatable channel motion • Lead and develop a team of channel managers while managing strategic partners, key opportunities, and growth initiatives • Identify and recruit new channel partners in target geographies and verticals • Establish and track channel KPIs, pipeline, revenue performance, partner productivity, and other metrics • Maintain executive-level relationships with distributors and regional partners; negotiate agreements and resolve conflicts • Align channel efforts with Sales, Marketing, Operations, Engineering, Product, and Support • Prioritize partners, investments, and growth opportunities using data • Improve channel programs, processes, incentives, and partner engagement • Own partner revenue, new logo acquisition, business partner management, and team revenue targets • Drive net new logo acquisition, upsell, and cross-sell through distribution and channel partners • Coach and develop channel account managers; report performance and conduct talent reviews • Partner with Legal on distributor and partner agreements • Coordinate channel demand and program changes with Supply Chain and Operations • Develop partner enablement materials, demand generation initiatives, and incentive programs • Onboard and train distributors and partners on sales and products • Ensure partners can handle warranty claims, RMAs, and technical support tiering

🎯 Requirements

• BA/BS or equivalent relevant experience • 8+ years of partner/channel experience, preferably in physical security, with proven track record and results • Proven track record of scaling an existing channel business and driving revenue through partners • Experience managing and developing high-performing sales or channel teams • Self-sufficient and able to recommend scalable approaches • Player/Coach mentality and willingness to execute hands-on • Ability to develop cross-functional relationships • Ability to work in a fast-paced environment with minimal supervision, balance multiple priorities, and meet deadlines • Effective relationship-building, analytical, and problem-solving skills • Ability to influence internal and external stakeholders • Strong communication, selling, and negotiation skills • Experience using Salesforce, PRM tools, and MS Office • Experience launching channel programs in new international markets, including import/export and regional certification requirements is an advantage • Experience in physical security, SaaS, technology, or a related industry is an advantage • Prior experience scaling a channel team is an advantage

🏖️ Benefits

• Competitive Salary & Equity Options • Flexible Schedule & Paid-Time Off • Excellent Healthcare Coverage • Generous Family Leave Policy • WFH & Workspace Supplies • Career Growth & Professional Development • Dog-Friendly Office & Pet Insurance • Uncapped commission • Sales incentives • Discretionary bonuses