Director of Global Partner Acquisition - Channel, Alliances & Distributors; Remote - Global

Job Location (Short):
Madison, Alabama-USA

Workplace Type:
Remote

Req

Octave is seeking a Global Partner Acquisition Leader. This role is open to candidates globally and will be responsible for building and scaling Octave’s SaaS ecosystem worldwide, with two equivalent mandates:

• Recruit and onboard high-impact channel and alliance partners in priority geographies and industries.
• Design and operationalize a scalable SaaS distributor model and recruit the right distributors to support it.

You will translate regional sales strategies into a coherent partner coverage plan, ensuring that channel, alliance, and distributor motions work together to extend reach, drive ARR, and maintain strong legal, financial, and compliance standards.

Strategy, coverage, and model design

• Partner with regional partner leaders and regional sales leaders to understand territory strategies and whitespace, then define the appropriate targets with respect to channel partners, alliance partners, and distributors by geography and segment.
• Build an integrated annual acquisition plan covering channel, alliance, and distributor targets with clear objectives and success metrics for each motion.

Channel and alliance partner recruitment

• Identify, prioritize, and recruit resellers, SIs, consulting partners, and strategic alliance partners that align with Octave’s SaaS focus and territory strategies.
• Develop clear partner profiles (by industry, capability, and customer segment) and create repeatable recruitment plays to attract and close priority partners.
• Lead partner evaluations, executive pitches, and negotiations, then manage the path from initial engagement through signature and onboarding.

Building the SaaS distributor model and recruiting distributors

• Design the SaaS distributor framework, including roles and responsibilities, commercial constructs, and how distributors support and activate downstream partners.
• Identify and recruit distributors with strong SaaS and cloud experience and the ability to aggregate and scale your portfolio across their partner base.
• Pilot, refine, and scale the distributor model in selected markets, ensuring it complements— not conflicts with—existing channel and alliance motions.

Responsibilities (Cont)

Contracting, onboarding, and compliance (all partner types)

• Own the end-to-end contracting coordination for channel, alliance, and distributor partners, working with legal, finance, and compliance to meet corporate standards.
• Define and manage a standardized onboarding journey for each partner type (channel, alliance, distributor) with common core steps and tailored workflows where needed.
• Collaborate internally to ensure all legal, financial, tax, and compliance requirements are completed before activation, and that partners are set up in internal system correctly.

Enablement, handoff, and internal alignment

• Establish clear entry criteria and early success milestones for each partner type, including enablement, pipeline, and revenue goals.
• Work with enablement and marketing to deliver targeted onboarding playbooks for channel partners, alliances, and distributors, including how they work together in the field.
• Execute structured handoffs to regional partner / alliance / distributor managers once partners reach activation milestones, ensuring a smooth transition into ongoing management.
• Act as an internal advocate for the partner ecosystem, educating sales and functional stakeholders on how and when to engage each partner type.

Data, metrics, and continuous improvement

• Own the acquisition funnel and dashboards across all partner types: sourced, qualified, signed, activated, and first-revenue partners and distributors.
• Track and compare performance of channel, alliance, and distributor motions (e.g., time-to-first-opportunity, ARR contribution, activation rates) and use insights to refine strategy.
• Provide regular, concise updates to leadership on progress against acquisition goals and on the health of the overall partner ecosystem.

• 8–12 years in channel development, partner acquisition, or alliances within SaaS or enterprise software, ideally with exposure to industrial markets.
• Pro…