Vice President of Channel Sales

You know the difference between a signed partner and a productive one and you're relentless about closing that gap. You've built channel revenue before, thrive in fast-moving environments, and love turning relationships into measurable business outcomes. You're equally comfortable in a boardroom, a partner QBR, or helping your team navigate a complex opportunity, and you're energized by building something bigger than yourself. At your core, you're a commercially-minded leader who brings focus, accountability, and momentum wherever you go.

• →Own ZIRO's channel revenue strategy and performance across North America, building a partner ecosystem that becomes one of the company's primary growth engines.

• →Build and strengthen executive relationships across key partners including SoftwareOne, SHI, Ingram Micro, Avant, and other high-impact channel organizations, creating alignment that drives meaningful pipeline, revenue, and market influence.
• →Define where ZIRO wins within the channel ecosystem by establishing partner priorities, investment strategies, and go-to-market motions that maximize partner productivity and commercial outcomes.
• →Lead the evolution of ZIRO's channel organization, ensuring the right structure, talent, operating cadence, and accountability framework are in place to support ambitious growth objectives.
• →Partner closely with Sales, Marketing, Product, and Executive Leadership to align channel strategy with corporate goals, customer needs, and market opportunities.
• →Serve as the executive sponsor for strategic partner relationships, representing ZIRO in senior-level business planning, co-sell initiatives, industry events, and high-value commercial opportunities.
• →Drive partner activation and field engagement by ensuring partners understand where ZIRO creates value, how to position our solutions, and why bringing ZIRO into opportunities helps them win.
• →Establish forecasting discipline and operational rigor across the channel business, providing leadership with clear visibility into partner performance, revenue contribution, risks, and growth opportunities.
• →Develop and execute a long-term channel roadmap that expands ZIRO's influence across VARs, CSPs, distributors, TSDs, master agents, and emerging partner ecosystems while maintaining focus on the highest-return opportunities.
• →Act as a key member of the leadership team, contributing beyond channel strategy to company growth, market positioning, product direction, and overall business performance.

• →Proven experience building or significantly scaling a channel organization in a growth-stage technology company, ideally within SaaS, UCaaS, cloud communications, Microsoft, or adjacent enterprise technology markets.
• →Demonstrated success driving partner-sourced revenue through strategic partners, distributors, TSDs, master agents, VARs, CSPs, or similar channel ecosystems.
• →Existing relationships with senior stakeholders within organizations such as SoftwareOne, SHI, Ingram Micro, Avant, Telarus, Intelisys, or comparable partner networks.
• →Experience leading, coaching, and developing high-performing channel teams, including organizational design, performance management, and talent development.
• →Strong executive presence with the ability to influence partner leaders, support complex commercial opportunities, and represent the company at the highest levels.
• →Deep understanding of partner economics, co-sell motions, partner enablement, pipeline management, forecasting, and channel operating models.
• →Builder mentality with the ability to create structure, process, and momentum in a fast-growing organization without introducing unnecessary bureaucracy.
• →Data-driven decision maker who uses pipeline performance, partner productivity, forecast accuracy, and market insights to guide strategy and investment decisions.
• →Willingness to travel regularly to engage partners, support strategic opportunities, and strengthen executive relationships.