Channel Partnerships Director

About the Role

As a Channel Partnerships Director, you will build OpenRouter's indirect sales motion from the ground up. You will develop and execute a global partnership strategy across cloud marketplaces, system integrators, distributors, and resellers to expand OpenRouter's reach and drive revenue through partner channels.

Key Responsibilities:

• Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces, 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.

Qualifications:

• 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.
• Track record driving cloud marketplace revenue and working with hyperscaler partner teams.
• History of achieving significant partner revenue targets.
• Executive presence with the ability to build relationships at the C-level and manage QBRs.

Nice To Haves:

• Background in AI/ML, developer tools, or API infrastructure partnerships.
• Existing relationships with enterprise GSIs and hyperscaler partner organizations.
• Technical fluency to discuss API integrations and joint technical architectures.
• Has been a first partnership hire for a startup.