What are the responsibilities and job description for the Director, Global Partner & Channel Strategy position at Zello?
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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)
Within 6 Months
What You Bring
The Exceptional Candidate Will
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.
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
- 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
- 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
- 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
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
- Structured partner incentive programs live
- 30% of new pipeline sourced through partners
- 50% of new revenue driven through partners
- Established global channel program
- Scaled team and expanded international footprint
What You Bring
- 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.
- 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
- 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 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”
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.