Director, Global Partner & Channel Strategy

About the role

Zello is hiring a Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine. This is not a traditional partner management role. This leader will design and operationalize a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with the mandate to drive 50% of new revenue through partners within a few years. The Director will initially lead a small team and will be positioned to evolve into the Global Head of Partners and Channels as the motion scales. If you understand frontline enterprise mobility, rugged device ecosystems, attach-rate programs, and how bundling actually happens in the field, then this is a rare opportunity to shape the next stage of growth for a category-defining communications platform.

Responsibilities

• Global Channel Strategy (Starting in North America)
• Design and execute Zello's global partner ecosystem strategy
• Segment and prioritize OEMs, VARs, carriers, and distributors
• Develop partner tiering, certification, and enablement frameworks
• Define global expansion roadmap for indirect revenue
• Revenue & Commercialization
• Own partner-sourced revenue targets
• Build predictable partner pipeline generation
• Establish programs with mobility OEMs and distributors
• Create bundled and co-sell motions aligned with direct sales
• Influence compensation structures and rules of engagement to avoid channel conflict
• Bundling & Ecosystem Integration
• Drive preload, packaging, and bundled SKU initiatives
• Collaborate with Product on device integration, provisioning, and roadmap alignment
• Work cross-functionally with Marketing on co-marketing and MDF strategies
• Partner with Finance and Legal to structure scalable partner agreements
• Organizational Leadership
• Lead and scale a high-impact team
• Influence sales leadership to align direct and indirect GTM motions
• Build the foundation to eventually own all global indirect revenue
• What Success Looks Like
• Within 6 Months
• Clear North America partner strategy in market
• Defined co-sell motion with direct sales
• Priority relationships formalized
• Predictable partner-sourced pipeline engine
• Within 12 Months
• Structured partner incentive programs live
• 30% of new pipeline sourced through partners
• Within 24 Months
• 50% of new revenue driven through partners
• Established global channel program
• Scaled team and expanded international footprint
• What You Bring
• Required
• 7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem roles
• Demonstrated success building or scaling a channel motion
• Deep experience with frontline mobility deployments
• A solid understanding of hardware refresh cycles
• Experience structuring attach-rate or bundled programs
• Strong commercial acumen with revenue accountability
• Experience collaborating with direct sales organizations in co-sell environments
• Ability to influence pricing, packaging, and product strategy
• Significant experience and relationships with Resellers in the frontline space
• Two references that can speak to the above requirements.
• Strongly Preferred
• Experience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell)
• Experience with Carriers and ISVs
• Familiarity with MDM ecosystems
• Experience negotiating OEM master agreements
• Exposure to global partner programs
• Early leadership experience managing teams

Requirements

• A strategic ecosystem thinker who sees 3-5 years ahead
• Commercially assertive and comfortable owning revenue targets
• Operationally disciplined - you understand attach rates, margins, and forecasting
• Politically intelligent - you align incentives and avoid channel conflict
• Externally credible - you can sit across from OEM and channel executives and drive meaningful outcomes
• Builder-minded - excited to scale something transformational
• The Bar-Raiser Version
• The exceptional candidate will:
• Alr

Benefits

Additional Information

IMPORTANT: Please be aware, scammers may try to impersonate Zello by reaching out regarding job opportunities. We will never ask you for bank account information, checks, or other sensitive information as part of our hiring process. All correspondence will come from the zello.com email domain. If you're unsure, please email recruiting@zello.com with questions. About Zello Zello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we're the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month. At Zello, our company values are at the heart of what we do everyday. We're proud to serve the frontline, we're privileged to connect people in times of crisis across the globe, and we're honored to support first responders. And this is where you come in. As we scale globally, our next phase of growth depends on building a world-class partner ecosystem that embeds Zello directly into the frontline mobility stack.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at zello? Share your experience