Vice President of Channel Programs

Summary

Join Mattermost as the Vice President of Channel Programs and lead the development and optimization of our global partner ecosystem. You will be responsible for creating and executing a comprehensive strategy to expand our partner network, driving new business through indirect sales channels. This role requires collaboration with various teams, including sales, marketing, product, and operations, to empower our partners and sales teams. The ideal candidate will have extensive experience in channel management and a proven track record of building and scaling partner ecosystems. This position reports directly to the CMO and offers a competitive salary.

Requirements

• 10+ years of experience in channel management, partner programs, or field enablement, preferably within B2G, B2B software, SaaS, or technology space
• Proven track record of building and scaling partner ecosystems, with measurable success in driving partner-driven revenue growth
• Strong leadership and team-building skills, with the ability to collaborate cross-functionally and influence at all levels
• Demonstrated experience in developing and executing training and enablement programs that drive results
• Ability to work in a fast-paced, dynamic environment with a focus on growth and innovation
• Excellent communication and presentation skills, with the ability to engage with C-suite executives both internally and externally
• Strong analytical skills, with experience in developing metrics and dashboards to measure program effectiveness and ROI
• Bachelor's degree required, MBA desirable

Responsibilities

• Develop and implement a global channel partner strategy that aligns with Mattermost's growth objectives, focusing on recruiting, enabling, and scaling global partnerships
• Build and manage a world-class channel partner program, defining partner tiers, incentives, enablement, and support systems to drive high levels of partner engagement and revenue
• Work with cross functional teams to guide the development and execution of robust training, certification, and enablement programs for partners, equipping them with the tools and knowledge to effectively sell and implement Mattermost
• Partner with marketing, sales, and product teams to create go-to-market initiatives that accelerate partner-driven pipeline growth and align with our sales objectives for critical sectors (defense, intelligence, critical infrastructure)
• Along with sales, establish and maintain executive-level relationships with key partners, serving as the primary point of contact to ensure ongoing collaboration and success
• Define success metrics, regularly report on channel partner and field enablement KPIs, and continuously optimize programs to increase partner-driven revenue and customer acquisition
• Work closely with the marketing team to develop co-marketing programs, joint content, and events that generate demand and increase visibility for Mattermost solutions within partner ecosystems
• Collaborate with product marketing to ensure partners are aligned with product roadmap developments, effectively positioning existing and new offerings

Preferred Qualifications

• Experience navigating ambiguity and scaling programs in a startup or high-growth company is a plus
• Deep understanding of the defense, intelligence, and critical infrastructure sectors, with experience building channels in high-security or mission-critical environments being highly desirable

Benefits

• $240,000 - $260,000 a year
• Remote-first