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 narrative that makes Zello indispensable in frontline mobility stacks
Make OEMs see Zello as “table stakes”
Why This Role Matters
This hire will shape Zello’s long-term growth model. As frontline organizations standardize their mobility stacks, Zello must become embedded; not optional.
The right leader will transform how Zello goes to market, expand our global reach, and build a durable indirect revenue engine that accelerates our trajectory.
We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off. We even offer a sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you. And of course, we wouldn’t be a technology company without a ping-pong table and free snacks in our break room. Join us!
Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.