Role overview

This position leads the design and evolution of the global reseller route-to-market strategy for a data platform company. You will define the long-term vision, program structure, and economic model that govern how resellers engage with the company, ensuring the program drives platform expansion, services attachment, and partner-led growth.

Key responsibilities

Define and evolve a three-year vision and strategy for the global reseller program, including program structure, tiers, requirements, and benefits.
Conduct competitive analysis to ensure the reseller program remains differentiated and compelling in the market.
Develop and optimize incentive models, including rewards, rebates, and joint investments, with clear return-on-investment outcomes.
Establish the economic model that drives reseller behavior, including pricing alignment and discounting strategy to encourage higher-value partner contributions.
Define success criteria, metrics, and key performance indicators to measure program effectiveness and partner performance.
Gather feedback from partners, partner account managers, and partner sales managers to inform program design and ensure field adoption.
Partner with cross-functional teams including finance, channel operations, enablement, and sales leadership to ensure program alignment and support across the organization.

Requirements

At least ten years of experience in partner programs, channel strategy, or go-to-market roles within a technology company.
Proven experience designing and evolving reseller or channel programs that deliver measurable business outcomes.
Strong understanding of reseller business models, including pricing, discounting, incentives, and services delivery.
Experience building and optimizing incentive structures such as rebates, rewards, and accelerated growth programs with demonstrated ROI.
Strong analytical skills and ability to evaluate program performance using data to inform strategic decisions.
Demonstrated ability to influence cross-functional stakeholders and drive alignment across sales, finance, operations, and enablement teams.
Excellent communication skills with the ability to articulate program strategy clearly and work effectively in a fast-paced, evolving environment.

What makes this role worth considering

You will work at the center of partner strategy and field execution, collaborating closely with program managers, sales teams, and finance to shape how a major technology company engages with its reseller ecosystem. This role offers the opportunity to influence strategy across a growing organization that recently achieved its first billion-dollar quarter and is expanding into new markets including hyperscalers and the AI ecosystem.