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openrouter - Channel Partnerships Director

Remote - USA2d ago

Remote Director NA Cloud Computing Developer Tools Channel Partner Manager B2B AWS Azure GCP Sales Strategy Close Conflict Resolution

Requirements

• 7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company. • Proven track record in building indirect sales programs from early stages. • Experience hiring, developing, and managing partnerships teams across multiple channel types (marketplaces, system integrators, distributors, resellers). • Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure). • History of achieving significant partner revenue targets (30%+ of company revenue through indirect channels). • Executive presence with the ability to build relationships at the C-level and manage QBRs. • Background in AI/ML, developer tools, or API infrastructure partnerships. • Existing relationships with enterprise GSIs (Accenture, Deloitte, Capgemini) and hyperscaler partner organizations. • Technical fluency to discuss API integrations and joint technical architectures. • Has been a first partnership hire for a startup.

Responsibilities

• Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners. • Establish OpenRouter's presence on major cloud marketplaces, optimize listings, enable co-sell motions with hyperscaler sales teams, and drive private offers and marketplace transactions. • Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers. • Work closely with partner sales teams and OpenRouter's Account Executives to identify opportunities, support deal cycles, and close partner-sourced business. • Build and maintain executive-level relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve conflicts. • Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks. • Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions.