Note: The job is a remote job and is open to candidates in USA. ZIRO is a leader in Unified Communications, helping customers deliver modern voice through Teams Phone and Microsoft 365. The Vice President of Channel Sales will own ZIRO's channel revenue strategy, build executive relationships with key partners, and lead the evolution of the channel organization to support growth objectives.
Responsibilities
- Own ZIRO's channel revenue strategy and performance across North America, building a partner ecosystem that becomes one of the company's primary growth engines
- Build and strengthen executive relationships across key partners including SoftwareOne, SHI, Ingram Micro, Avant, and other high-impact channel organizations, creating alignment that drives meaningful pipeline, revenue, and market influence
- Define where ZIRO wins within the channel ecosystem by establishing partner priorities, investment strategies, and go-to-market motions that maximize partner productivity and commercial outcomes
- Lead the evolution of ZIRO's channel organization, ensuring the right structure, talent, operating cadence, and accountability framework are in place to support ambitious growth objectives
- Partner closely with Sales, Marketing, Product, and Executive Leadership to align channel strategy with corporate goals, customer needs, and market opportunities
- Serve as the executive sponsor for strategic partner relationships, representing ZIRO in senior-level business planning, co-sell initiatives, industry events, and high-value commercial opportunities
- Drive partner activation and field engagement by ensuring partners understand where ZIRO creates value, how to position our solutions, and why bringing ZIRO into opportunities helps them win
- Establish forecasting discipline and operational rigor across the channel business, providing leadership with clear visibility into partner performance, revenue contribution, risks, and growth opportunities
- Develop and execute a long-term channel roadmap that expands ZIRO's influence across VARs, CSPs, distributors, TSDs, master agents, and emerging partner ecosystems while maintaining focus on the highest-return opportunities
- Act as a key member of the leadership team, contributing beyond channel strategy to company growth, market positioning, product direction, and overall business performance
Skills
- Proven experience building or significantly scaling a channel organization in a growth-stage technology company, ideally within SaaS, UCaaS, cloud communications, Microsoft, or adjacent enterprise technology markets
- Demonstrated success driving partner-sourced revenue through strategic partners, distributors, TSDs, master agents, VARs, CSPs, or similar channel ecosystems
- Existing relationships with senior stakeholders within organizations such as SoftwareOne, SHI, Ingram Micro, Avant, Telarus, Intelisys, or comparable partner networks
- Experience leading, coaching, and developing high-performing channel teams, including organizational design, performance management, and talent development
- Strong executive presence with the ability to influence partner leaders, support complex commercial opportunities, and represent the company at the highest levels
- Deep understanding of partner economics, co-sell motions, partner enablement, pipeline management, forecasting, and channel operating models
- Builder mentality with the ability to create structure, process, and momentum in a fast-growing organization without introducing unnecessary bureaucracy
- Data-driven decision maker who uses pipeline performance, partner productivity, forecast accuracy, and market insights to guide strategy and investment decisions
- Willingness to travel regularly to engage partners, support strategic opportunities, and strengthen executive relationships
Benefits
- Flexible, take what you need PTO 🏖️
- Competitive wages 💵
- Company sponsored health, vision and dental plans ⚕️
- Fully remote roles 💻
- Home office budget 📎
- Company sponsored social events 🤩
- Uncapped commission structure (specific for sales roles) 📈
Company Overview