What are the responsibilities and job description for the Director, Channel & Partner Alliances position at Imperium Data?
ABOUT IMPERIUM DATA Imperium Data is a fast-growing IT solutions and managed services firm on a defined path to $100M in revenue. We partner with the most consequential names in enterprise technology — Cisco, HPE, Fortinet, Dell, Cohesity, A10, Nokia, and others — to design, execute, and own outcomes for mid-market and enterprise customers. We don't just sell technology. We own the result.
THE OPPORTUNITY As Director of Channel & Partner Alliances, you are Imperium's internal and external face across our OEM ecosystem. You sell Imperium's value to the OEM. You translate partner strategy into Imperium revenue. You make sure we are the partner our manufacturers call first — and that our sellers have everything they need to win. This is an 80/20 role: 80% deepening and maximizing existing partnerships, 20% identifying and developing net-new OEM and distribution relationships that align to our growth trajectory. You report directly to the SVP/EVP of Sales.
WHAT YOU'LL OWN – Serve as primary relationship owner for tier-one OEM partners — managing executive contacts, QBRs, partner business plans, and co-sell motions – Drive and maintain partner tier attainment across all key manufacturers — revenue thresholds, certifications, and program compliance – Own rebate capture end-to-end — forecasting, tracking, and maximizing earned-back margin across all partner programs – Activate MDF and co-op funding in collaboration with marketing to convert partner dollars into real pipeline – Embed with Imperium's sales team — connecting sellers to OEM resources, deal registration paths, and partner incentives at the account level – Identify and onboard 2–3 net-new OEM or distribution partnerships annually aligned to our managed services strategy – Represent Imperium at partner summits, industry events, and executive forums
WHAT YOU BRING – 7 years in channel sales, partner alliances, or OEM relationship management at a VAR, MSP, or distribution organization – Proven experience with two or more of our key partners: Cisco, HPE, Fortinet, Dell, Cohesity, A10, Nokia, or Juniper – Track record of tier advancement and measurable rebate growth with major OEM programs – Deep understanding of MDF, deal registration mechanics, and partner incentive structures – Charismatic communicator — equally fluent pitching Imperium to an OEM partner manager and a CIO – Servant leader with a bias for action and a genuine love of building – Diplomatic negotiator who can align competing priorities without burning relationships