Director, Global Partner & Channel Strategy

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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.
The Opportunity

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.

What You'll Own
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

Who You Are

• 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:

• Already be thinking about attach-rate math before you ask
• Challenge your current direct compensation model
• Identify where bundling breaks operationally
• Build a…