Role Overview:
The Channel Development Manager will play a key role in driving CloudZero’s revenue growth by leveraging a robust network of channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners. This sales-driven role will focus on identifying new partners, nurturing existing relationships, and developing go-to-market (GTM) strategies to accelerate partner-sourced revenue. Working closely with CloudZero's leadership, sales, and marketing teams, the Channel Development Manager will be responsible for expanding CloudZero’s channel ecosystem and ensuring that partners are equipped to promote and sell CloudZero solutions.

Key Responsibilities:

• Channel Partner Management:
• Develop and maintain relationships with key channel partners, including distributors, resellers, system integrators, consulting partners, and equity partners, acting as the primary point of contact for these partners.
• Ensure alignment between partners and CloudZero’s business objectives, focusing on cloud cost intelligence solutions and business growth.
• Lead the recruitment, onboarding, and enablement of new partners into the CloudZero ecosystem across all partner types.
• Revenue Generation:
• Drive new revenue opportunities through partner-sourced and partner-influenced sales across the channel ecosystem.
• Develop and manage joint business plans with strategic partners to achieve defined sales targets and accelerate CloudZero’s go-to-market activities.
• Sales Strategy and Business Planning:
• Collaborate with internal teams (sales, marketing, product) to craft a comprehensive channel sales strategy, focusing on market expansion and business development across all partner categories.
• Work closely with regional and field sales teams to identify mutual prospects, resulting in a growing partner-sourced pipeline that contributes to CloudZero’s revenue goals.
• Partner Enablement and Training:
• Develop enablement plans tailored to each partner type, ensuring that partners have the tools, training, and support to effectively promote and sell CloudZero’s products and services.
• Strategic Partnership Development:
• Establish thought leadership with key partners by aligning their go-to-market strategies with CloudZero’s platform and products.
• Drive joint marketing initiatives, co-sell campaigns, and executive relationship-building to ensure mutual growth, with specific focus on consulting and equity partners.
• Market Expansion and Strategy:
• Develop strategies for expanding CloudZero’s presence in new geographical regions and verticals, leveraging all partner categories to penetrate untapped markets.
• Identify and execute strategies for recruiting new partners while deepening relationships with existing partners to support market expansion goals.
• Performance Monitoring and Reporting:
• Track, analyze, and report on partner performance to assess progress against revenue and growth goals.
• Conduct regular business reviews with partners, using QBRs and scorecards to evaluate performance and implement corrective actions where necessary.
• Cross-Functional Collaboration:
• Collaborate closely with CloudZero’s internal teams, including sales, marketing, product, and finance, to ensure alignment and scale channel operations.