Director of US Channel – VAR Partnerships, API, CPaaS

🕒 June 15

🇺🇸 United States – Remote

💵 $135.3k - $177.6k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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Vonage

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $225M Post-IPO Debt on 2014-08

Consulting • Healthcare • Logistics

Vonage is a global leader in communications services, offering a robust suite of tools including Communications APIs, Unified Communications, and Contact Centers solutions. The company empowers businesses to reach and engage customers across various channels such as messaging, voice, and video, facilitating superior customer experiences. Vonage integrates advanced technologies like AI and automation to enhance operational efficiency and customer satisfaction, supporting industries ranging from healthcare to retail with tailored communications solutions. As a testament to its capabilities, Vonage is consistently recognized as a leader in Communications Platform as a Service (CPaaS).

📋 Description

• Design the Blueprint: Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams. • Productize the API Portfolio: Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize. • Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration. • Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft). • Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days. • Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore). • Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios. • Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

🎯 Requirements

• 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors. • A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem. • Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable. • Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows. • Experience working within distributed teams across multiple geographies. • Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

🏖️ Benefits

• Company Bonus or Commission Structure (depending on the role) • Medical, Dental, and Vision Coverage Options • 401(k) Savings Plan • Company-Paid Basic Life and AD&D Insurance • Short-Term Disability (STD) • Long-Term Disability (LTD) • Maternity/Parental Leave • Flexible Spending Accounts (FSA) • Health Savings Account (HSA) • Employee Support Program (EAP) • Voluntary Supplemental Insurance • Lifestyle Benefits • Volunteer Time Off (VTO) • Tuition Reimbursement - available for select positions; full details will be shared during the interview process