What are the responsibilities and job description for the Director of Global Partner Acquisition - Channel, Alliances & Distributors (Remote - Global) position at Octave?
Job Location (Short): Madison, Alabama-USA
Workplace Type: Remote
Req Id: 2962
Overview
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:
Responsibilities
Strategy, coverage, and model design
Contracting, onboarding, and compliance (all partner types)
Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.
Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.
Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.
Why work for Octave?
All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.
Everyone is welcome
At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all.
Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.
Workplace Type: Remote
Req Id: 2962
Overview
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.
Responsibilities
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.
- 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.
- 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.
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.
- 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.
- 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.
- Proven success recruiting and ramping channel and alliance partners and designing or scaling at least one two-tier or distributor-like motion in a SaaS context.
- Strong understanding of indirect sales models, SaaS economics (ARR, churn, NRR), and how to construct attractive but sustainable partner and distributor business cases.
- Demonstrated ability to lead complex, cross-functional initiatives with sales, legal, finance, compliance, and operations in a large enterprise.
- Executive presence and negotiation skills, comfortable engaging senior stakeholders at both your company and partner organizations.
- Experience with partner tools and data-driven decision-making.
- Ability to travel approximately 50%, globally.
- Bachelor’s degree in business, engineering, or related field; advanced degree or MBA preferred.
Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.
Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.
Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.
Why work for Octave?
All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.
Everyone is welcome
At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all.
Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.