Who You AreAs the Head of Channel-East, you will own the strategy and execution of Rhombus' channel organization. You'll be responsible for continuing to build and scale our channel business by developing strong relationships with key partners, expanding our partner ecosystem, and building a repeatable channel motion that drives meaningful revenue growth. You'll lead and develop a team of high performing channel managers while remaining hands-on with strategic partners, key opportunities, and the initiatives that will take our channel organization to the next level.You'll work closely with Sales, Marketing, Channel Operations, Channel Marketing, Product and other cross-functional teams to ensure our channel strategy is aligned with broader company goals and that our partners have the resources, enablement, and support needed to succeed.What You'll DoChannel Strategy & Partner DevelopmentIdentify and recruit new channel partners in target geographies and verticals to expand market coverageEstablish and track channel KPIs, pipeline, revenue performance, partner productivity, and other metrics to measure the health and growth of the channel business.Maintain executive-level business relationships and serve as the primary point of contact for distributors and key regional partners, negotiating agreements and resolving conflictWork closely with sales, marketing, operations, engineering, product, and support to align channel efforts with company goalsBring a data-driven approach to prioritizing partners, investments, and growth opportunities.Identify gaps in our channel programs and continuously improve processes, incentives, and partner engagement.Revenue OwnershipResponsible for all aspects of the overall company relationship with distribution and partners including revenue growth, new logo acquisition and business partner managementOwn and overachieve team revenue targets for total partner revenue going through channel partners as well as partner sourced net new logo opportunities and revenueWork closely with field & channel & sales teams to drive net new logo acquisition, upsell and cross-sell via distribution and channel partnersTeam & ReportingCoach and develop a high performing team of channel account managersReport channel performance and KPIsConduct performance and talent reviews for channel managersOperational CoordinationPartner with Legal to draft and negotiate distributor and partner agreementsWork with Supply Chain and Operations to align channel demand and partner program changesCollaborate with Channel Account Managers to manage distributor related mattersPartner EnablementDevelop knowledge of distribution partner priorities, industry trends, and landscape, Rhombus’ priorities, and Rhombus’ Technology and communicate value of the portfolios and solutions to better differentiate Rhombus from competitorsWork with partner marketing to produce channel-ready collateral, one pagers, toolkits, case studies, demand generation initiatives and incentive programs to increase partner recruitment and enablementOnboard and conduct periodic sales/product training for new and existing distributors and partnersEnsure partners are equipped to handle warranty claims, RMAs and technical support tieringWhat You'll BringBA/BS or equivalent relevant experience 8+ years of partner/channel experience, preferably in physical security, with proven track record and resultsProven track record of scaling an existing channel business and driving revenue through partnersExperience managing and developing high-performing sales or channel teamsSelf-sufficient and always looking for ways to improve and recommend new, scalable approachesPlayer/Coach mentality — you’re comfortable setting the strategy while rolling up your sleeves to make it happenStrong team player with demonstrated ability to develop cross-functional relationshipsAbility to work in a fast-paced environment with minimal supervision, balance multiple priorities, and achieve deadlinesEffective relationship building, analytical, and problem-solving skills, with the ability to influence internal and external stakeholdersStrong communication, selling, and negotiation skillsExperience using Salesforce, PRM tools and MS OfficeWhat Sets You ApartExperience launching channel programs in new international markets, including navigating import/export and regional certification requirementsExperience in physical security, SaaS, technology, or a related industryPrior experience scaling a channel teamLocationThis is a remote position open to candidates based in the U.S. Candidates located in the Eastern Time Zone (EST) are preferred.TravelCandidates can expect up to 50% overnight travel as needed for this role.Estimated Annual Pay Range (Base + OTE)$180,000 – $220,000Additional forms of compensation, depending on the role, include uncapped commission, sales incentives, discretionary bonuses, and equity in the company. Individual pay is determined based on the candidate's primary work/hiring location and additional factors, such as skills and experience, and relevant education, certifications, or training. Further details about compensation for the role can be discussed during the interview process.What We OfferCompetitive Salary & Equity OptionsFlexible Schedule & Paid-Time OffExcellent Healthcare CoverageGenerous Family Leave PolicyWFH & Workspace SuppliesCareer Growth & Professional DevelopmentDog-Friendly Office & Pet InsuranceWhat We ValueCustomers Come First: We're obsessed with improving our users' lives and constantly question how we can improve upon what already exists.One Team: Innovating in the physical security industry can't be accomplished by just a single person, which is why we collaborate with exceptional individuals who inspire us to be our best.Think Greater: We believe the best ideas can come from anywhere. We strive to create an open environment where individuals can contribute and make an impact.Act with Integrity: We believe honest communication is key to success. We conduct business the way it should be - with high ethical standards and to always do what's right.Rhombus is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive workplace that reflects the communities we serve. We encourage applicants from all backgrounds and experiences to apply. We actively promote diversity, equity, and inclusion in our hiring practices and throughout our organization.
7 days ago