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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in channel partner recruitment, enablement, and program mechanics, with a strong focus on driving revenue through effective partner relationships and sales strategies. Proven ability to negotiate partner economics and implement improvements in underperforming partner sales.
Highest-signal resume keywords
Channel Partner RecruitmentPartner Program MechanicsRevenue GenerationNegotiation SkillsSales Forecasting
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner EnablementDeal RegistrationMargin ModelsBusiness PlanningDemand Generation Coordination
Soft Skills
Self-Starter MindsetCollaborative AttitudeStrong Commercial InstinctsDiscipline in MetricsHands-On Operator Approach
Certifications & Qualifications
Bachelor’s Degree
Industry Keywords
Channel SalesPartner RelationshipsInfrastructureOpen SourceEnterprise Software
Tech Stack
Tools & technologiesOpen Source
About the role
Key responsibilities & impact- Own CIQ’s channel-led revenue as an individual contributor, reporting directly to the company’s sales leadership.
- Recruit new channel partners, including resellers, VARs, SIs, and MSPs.
- Build recruitment pipelines, conduct outreach, and close partner agreements.
- Develop and enable existing partners through seller and SE enablement, joint business planning, co-marketing, and demand-generation coordination.
- Diagnose underperforming partner sales and implement improvements.
- Own distributor relationships and economics, including transactional flow, margin, and incentive structures.
- Define and run partner program mechanics, including partner tiers, deal registration, margin models, enablement, and governing metrics.
- Collaborate with direct sales on channel conflict and co-selling, marketing on partner demand generation, and product on partner and market feedback.
- Carry and forecast channel-sourced and influenced pipeline contribution.
Requirements
What you’ll need- A genuine self-starter mindset, comfortable operating with ambiguity, and a near-blank slate.
- Strong commercial instincts, with the ability to negotiate partner economics and defend margin.
- Credibility with both partner executives and partner field reps.
- The discipline to run their book on numbers, not relationships alone.
- A hands-on operator’s approach, doing the work directly (outreach, partner conversations, enablement sessions, negotiations) rather than delegating it.
- A friendly, collaborative, humble, honest, and always striving to be better attitude.
- Bachelor’s degree or equivalent relevant work experience.
- 8+ years of experience in channel, partner, or alliances sales, ideally in infrastructure, open source, or enterprise software.
- A track record of personally building partner relationships that produced real revenue (not solely managing a team that did).
- Experience standing up or materially growing partner program mechanics: tiering, deal registration, margin models, and enablement.
Benefits
Comp & perks- Medical, dental, and vision insurance.
- Flexible paid time off.
- Employee stock options.
- Remote work; no travel required for most positions.