Director of Channels

About the role

The is accountable for architecting and leading a high-performance channel ecosystem that accelerates Federal and public sector growth. This role owns the strategic direction and execution of partnerships with hyperscalers, Prime contractors, and specialized reseller networks to expand Knox's market footprint. The hire will define and operationalize joint go-to-market initiatives that align Knox's FedRAMP-aligned solutions with partner priorities and compliance mandates. They will serve as the critical bridge between Knox's engineering and product teams and external alliance organizations to ensure cohesive execution. Success in this position requires the ability to build executive-level relationships and influence C-suite stakeholders across partner organizations. The Director will evangelize Knox's value proposition at industry forums and hyperscaler events to strengthen market positioning. This role drives measurable partner-influenced revenue while maintaining the rigor and trust that underpin Knox's federal mission.

Key facts

What you'll do

• Lead strategic partnerships with AWS, Google Cloud, and Microsoft Azure alliance and field sales teams to drive adoption of Knox's FedRAMP-aligned solutions across hyperscaler customer bases.
• Define and operationalize joint go-to-market plans, co-sell motions, marketplace positioning, referral models, and enablement programs that align Knox with hyperscaler priorities.
• Cultivate executive sponsorships and maintain senior-level relationships across hyperscaler partner organizations to maximize collaboration and deal velocity.
• Serve as the internal hyperscaler subject-matter advocate and escalation point for cross-functional execution spanning sales, product, and marketing teams.
• Build and scale Knox's federal and public-sector indirect channel motion with key government partners such as Carahsoft, DGIC, SAIC, other GSA schedule holders, and system integrators.
• Partner with channel organizations to identify target accounts, articulate value propositions tied to FedRAMP success, and co-deliver solution engagements.
• Establish structured partner programs, enablement playbooks, certifications frameworks, and performance KPIs that drive measurable partner-influenced revenue.
• Lead quarterly business reviews, partner scorecards, and pipeline forums to maintain strong partner engagement and accountability.
• Shape channel strategy in partnership with sales, marketing, and product leadership to ensure alignment on priority segments (e.g., federal agencies, defense, civilian agencies).
• Evangelize Knox's value across the channel ecosystem - represent the company at hyperscaler and government tech events, industry forums, and executive briefings.
• Monitor competitive landscapes, emerging partner models, and market trends to refine partner-focused strategies and ensure Knox remains differentiated.
• Own end-to-end partner lifecycle management from onboarding and enablement through growth optimization and renewal expansion.
• Collaborate with finance and sales operations to model partner-driven revenue scenarios and forecast channel contribution to pipeline.
• Drive adoption of Knox solutions within hyperscaler marketplaces and government procurement frameworks through targeted enablement and content.
• Provide thought leadership and data-driven insights to internal stakeholders on partner performance, account penetration, and opportunity gaps.

Requirements

• 5+ years of progressive experience in channel development, alliance management, or partner sales leadership within cloud-centric enterprise technology companies.
• Proven track record of driving partner-sourced or partner-influenced revenue, preferably with cloud hyperscaler partners (AWS, Azure, GCP).
• Demonstrated success working with government integrators/primes (Carahsoft, SAIC, DGIC, etc.) or public-sector channel ecosystems.
• Experience negotiating channel agreements, co-sell frameworks, and joint-value programs with strategic partners.
• Exceptional relationship building and executive presence, with ability to engage C-suite and senior partner stakeholders.
• Strategic thinker with strong business acumen and a results-oriented mindset.
• Cross-functional collaboration skills - capable of aligning sales, product, services, and marketing teams around joint partner outcomes.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in Business, Technology, Marketing, or related field; MBA or advanced degree preferred.
• Willingness to travel (domestic and occasional international) to partner briefings, hyperscaler summits, federal trade shows, and executive meetings.
• Must be eligible for employment in the United States and unable to accept this position without work authorization.
• Must be able to perform all duties required for this position and must meet all qualification criteria established by Knox Systems.
• Must comply with Knox Systems policies and procedures while executing responsibilities in a security-conscious and mission-focused environment.
• Must maintain confidentiality and protect sensitive information in alignment with Knox Systems' obligations to customers and partners.

Nice to have

• Prior experience in Federal or public sector channel roles with demonstrated success in regulated environments.
• Familiarity with GSA schedules, IDIQ vehicles, and other government procurement mechanisms.
• Experience with partner relationship management platforms and channel enablement tools.
• Background in cybersecurity, cloud infrastructure, or compliance-focused software solutions.

Practical notes

Work is full_time. Travel is required and may include both domestic and occasional international attendance for partner briefings, hyperscaler summits, federal trade shows, and executive meetings. Candidates must be authorized to work in the United States and eligible for this position without work sponsorship. This job description is not an exhaustive list of all responsibilities and may be updated as business needs evolve. Knox Systems is an equal opportunity employer.