# Channel Partnerships Director

**Company**: OpenRouter
**Location**: Remote (US)
**Work arrangement**: remote
**Experience**: executive
**Job type**: Full time
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.ashbyhq.com/openrouter/a25c7850-4bb1-45ce-ab08-04a2a9c42f95?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_db1b10f3-d3f

## Description

## 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.

## Skills

### Required
- channel partnerships
- indirect sales
- cloud marketplaces
- system integrators
- distributors
- resellers

### Nice to have
- AI/ML
- developer tools
- API infrastructure partnerships

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Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/openrouter/a25c7850-4bb1-45ce-ab08-04a2a9c42f95?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)