Director - Channel Management

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Director, Channel Management — Verizon Connect

Position Overview

The Director, Channel Management is responsible for developing and executing Verizon Connect’s channel strategy across OEM, Reseller, Strategic Partner, and Verizon ecosystem channels . This leader owns the strategy, operating model, partner performance, and revenue growth associated with indirect routes to market.

The role is accountable for building a scalable partner ecosystem that expands Verizon Connect’s market reach, creates incremental revenue opportunities, improves partner productivity, and strengthens Verizon Connect’s position within the broader Verizon ecosystem.

This leader will work across Sales, Product, Marketing, Finance, Operations, Legal, Customer Success, and Verizon’s broader partner organization to create a connected channel strategy and turn strategic partnerships into measurable business outcomes.

Key Responsibilities

Channel Strategy & GTM

• •Own the overall Verizon Connect Channel strategy , including OEM, Reseller, Strategic Partner, and Verizon ecosystem routes to market.
• •Develop the channel GTM strategy, priorities, coverage model, and investment plan aligned to Verizon Connect growth objectives.
• •Establish clear partner segmentation and determine where Verizon Connect should build, scale, maintain, or exit partnerships.
• •Develop scalable channel motions that complement the direct sales organization and expand Verizon Connect’s addressable market.
• •Identify new routes to market and partnership opportunities that can accelerate customer acquisition and revenue growth.

OEM Partnerships

• •Develop and manage strategic OEM relationships that create new customer acquisition and embedded technology opportunities.
• •Establish joint business plans with priority OEM partners, including revenue objectives, pipeline, product alignment, enablement, and execution milestones.
• •Coordinate cross-functional teams to ensure OEM integrations and commercial programs translate into customer and revenue outcomes.
• •Evaluate OEM opportunities based on strategic fit, market opportunity, economics, product alignment, and scalability.
• •Create a consistent operating rhythm for OEM performance, including executive reviews, pipeline reviews, product roadmaps, and growth plans.

Reseller & Indirect Sales

• •Build and scale Verizon Connect’s Reseller strategy and partner ecosystem .
• •Establish partner tiers, requirements, incentives, enablement, and performance expectations.
• •Develop a clear framework for recruiting, onboarding, activating, and managing resellers.
• •Improve reseller productivity through training, sales enablement, marketing support, pricing guidance, and joint account planning.
• •Identify underperforming partners and establish measurable recovery or exit plans.
• •Create a repeatable model for moving high-potential partners from recruitment to productive revenue generation.

Verizon Ecosystem

• •Leverage the broader Verizon enterprise, business, retail, and partner ecosystem to create incremental Verizon Connect opportunities.
• •Develop relationships with Verizon sales and partner leaders to establish clear referral, resale, and co-selling motions.
• •Define how Verizon Connect revenue flows through applicable Verizon organizations and partner channels.
• •Create visibility into channel-sourced and channel-influenced revenue.
• •Develop joint GTM opportunities with Verizon teams where Verizon Connect can expand customer value and wallet share.

Revenue & Performance Management

• •Own channel revenue, pipeline, forecast, and performance reporting.
• •Establish channel KPIs that provide leadership with clear visibility into revenue, pipeline, partner productivity, activation, conversion, churn, and growth .
• •Create a consistent channel operating cadence, including weekly performance reviews and monthly/quarterly business reviews.
• •Develop partner-level scorecards to identify trends, gaps, risks, and opportunities.
• •Hold partners accountable to agreed-upon business plans and commercial commitments.
• •Partner with Finance to establish accurate revenue attribution and understand the economics of each channel.

Partner Development

• •Build executive relationships with strategic partners and serve as a senior escalation point.
• •Develop joint business plans with priority partners.
• •Establish clear partner value propositions and articulate why partners should invest in Verizon Connect.
• •Create partner enablement programs that improve product knowledge, sales capability, and customer positioning.
• •Identify opportunities to increase partner engagement and share of wallet.
• •Develop a structured process for partner recruitment, onboarding, activation, growth, and retention.

Cross-Functional Leadership

• •Lead through influence across Verizon Connect and the broader Verizon organization.
• •Partner with Product and Engineering to ensure partner requirements and market feedback influence roadmap decisions.
• •Partner with Marketing to develop co-marketing, demand-generation, and partner campaigns.
• •Partner with Sales to establish clear rules of engagement between direct and indirect channels.
• •Partner with Finance, Legal, and Operations to remove commercial and operational barriers to growth.
• •Ensure channel priorities are represented in executive leadership discussions and business planning.

Leadership Philosophy

The Director should operate as the business owner of the channel , not simply as a relationship manager.

The role requires:

• •Urgency — move opportunities from discussion to execution.
• •Accountability — establish clear ownership and measurable outcomes.
• •Transparency — provide leadership with an accurate view of performance, gaps, and risks.
• •Commercial discipline — prioritize partnerships that create measurable customer and revenue value.
• •Executive presence — confidently represent Channel with Verizon Connect and Verizon leadership.
• •Operational rigor — establish repeatable processes that allow the channel to scale.
• •Partner mindset — create mutually beneficial relationships while maintaining clear performance expectations.

Key Success Metrics

Success will be measured through a combination of financial, partner, and operational metrics, including:

• •Channel-sourced and channel-influenced revenue
• •Channel pipeline and pipeline conversion
• •OEM revenue and growth
• •Reseller revenue and productivity
• •Partner activation and productivity
• •Number of productive partners
• •Partner retention and engagement
• •New strategic partnerships
• •Verizon ecosystem-generated opportunities
• •Forecast accuracy
• •Partner take rate / attach rate
• •Customer acquisition through indirect channels
• •Channel economics and profitability
• •Execution against joint business plans

Ideal Candidate

• •8+ years of experience in channel management, indirect sales, partnerships, business development, sales leadership, or a related commercial function.
• •Demonstrated success building and scaling partner ecosystems.
• •Experience with OEMs, resellers, distributors, strategic alliances, or technology partnerships .
• •Strong understanding of B2B SaaS, IoT, connected vehicle, fleet, telematics, mobility, or adjacent technology markets preferred.
• •Proven ability to drive revenue through indirect channels.
• •Strong financial and analytical skills.
• •Ab