Channel Partnerships Director

About the role

This role is responsible for establishing and scaling OpenRouter's indirect sales channels globally. You will be instrumental in building our partner ecosystem from the ground up, driving revenue through strategic alliances and marketplace initiatives. Initially an individual contributor, you will lay the foundation for a future team focused on expanding our market reach.

Key facts

What you'll do

• Design and implement a worldwide strategy for indirect sales, encompassing cloud marketplaces, system integrators, distributors, and resellers.
• Establish and optimize OpenRouter's presence on major cloud platforms, facilitating co-selling with hyperscaler sales teams and driving marketplace transactions.
• Identify, recruit, and integrate key partners, including global system integrators, regional service providers, technology distributors, and AI solution specialists.
• Collaborate with partner sales teams and internal account executives to identify opportunities, support sales cycles, and close business sourced through partners.
• Cultivate and maintain senior-level relationships with strategic partners, setting joint objectives, leading business reviews, and resolving any issues.
• Develop frameworks for partner segmentation, incentive programs, deal registration, and conflict resolution.
• Work with marketing to create joint campaigns, webinars, case studies, events, and content that highlight partner offerings.

Requirements

• Minimum of 7 years of experience in channel partnerships, alliances, or partner development within B2B SaaS or infrastructure companies.
• Demonstrated success in building indirect sales programs from their initial stages.
• Experience in recruiting, developing, and managing partnership teams across various channel types, including marketplaces, system integrators, distributors, and resellers.
• Proven ability to generate revenue through cloud marketplaces and experience working with hyperscaler partner organizations such as AWS, GCP, and Azure.
• A history of achieving substantial partner revenue targets, aiming for over 30% of company revenue from indirect channels.
• Executive presence suitable for building C-level relationships and conducting quarterly business reviews.

Nice to have

• Experience in AI/ML, developer tools, or API infrastructure partnerships.
• Existing connections with major global system integrators like Accenture, Deloitte, and Capgemini, and with hyperscaler partner organizations.
• Technical understanding to discuss API integrations and joint technical architectures.
• Previous experience as the first partnership hire in a startup environment.

Skills & tools

• Cloud Marketplaces (AWS, GCP, Azure)
• System Integrators
• Distributors
• Resellers
• AI/ML
• API Infrastructure

Practical notes

• Open to candidates requiring visa sponsorship.
• Travel requirements are not specified.
• If you believe you have the potential to succeed in this role, even if you don't meet every single requirement, we encourage you to apply. We value enthusiasm and a willingness to grow with the team.