Forwardnetworks
VP - Strategic Partnerships & Channel Sales
3w ago
USAC-levelstrategic partnershipschannel salespartner ecosystemmspssystems integrators
Lead the design, launch, and scale of a partner ecosystem including MSPs, System Integrators, resellers, and strategic partners.
Responsibilities
- We're looking for our first VP of Strategic Partnerships & Channel Sales to design, launch, and scale Forward's partner ecosystem from the ground up. You will be responsible for designing, building, and scaling a world-class partner ecosystem that includes Managed Service Providers (MSPs), System Integrators, Commercial & Government Resellers, Technology and Strategic Partnerships.
- Architect our MSP/Systems Integrator strategy. Develop and execute partnerships with MSPs & Systems Integrators to ensure Forward is the preferred autonomous networking solution to support their customers.
- Lead our global channel strategy . Ensure that regional resellers and distributors are equipped with the technical and sales resources needed to identify and close "Land & Expand" opportunities.
- Develop strategic partnerships with key technology companies. Identify and cultivate relationships with complementary technical partners that supports product integrations and drives incremental revenue.
- Establish C-level relationships across top partners and act as the executive face of Forward within our partner ecosystem
- Design & manage our partner program. Build the foundations from scratch — tiering, margins and incentives, deal registration, co-sell motions, enablement, and the tooling needed to run it. Build partnerships where their teams can both sell and deliver our technology.
- Drive revenue. Partner closely with sales to drive sell-to and sell-through opportunities. Ultimately, own a partner-sourced and partner-influenced pipeline number and the closed revenue that follows
- Work cross-functionally. Work with Product, Sales, Operations, Finance & Marketing on various activities including partner-ready packaging, co-marketing and lead-gen, co-selling rules of engagement and partner enablement.
Requirements
- 12+ years in channel/partner sales, with at least 6+ years in leadership, including hands-on selling, not just program management.
- Proven experience build the channel & partner function — you've built or substantially scaled a channel & partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on.
- Consistent performance against partner goals for revenue, pipeline generation and closed won conversion rates.
- An existing network of relevant partners and connections in your ecosystem that you can leverage across MSPs, Systems Integrators, Resellers and technology partners
- Builder / Architect mentality — You can move seamlessly from strategy to execution, driving real outcomes in the field. You bring the urgency, ownership, and accountability required to transform a partner function into a growth engine
- Strong cross-functional collaboration with product, marketing, and direct sales.
- Excellent communication — credible with both a partner's CEO and their reps in the field.
Nice to have
- Relevant Network or Network adjacent security experience You understand networks and how they work and have sold similar technology products to our buyers
- Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM).
- Experience navigating channel conflict in a company running both direct and indirect motions.
- The expected On-Target Cash Earnings for this role is between $390,000-$420,000 per year. Within this range, individual pay is determined by several factors including but not limited to, job-related skills, work experience, and relevant education/training'
Other
- Forward Networks is transforming how the world’s most complex networks are managed and secured. Founded in 2013 by four Stanford Ph.D.s, we built the industry’s first network digital twin — a mathematically precise model of the production network that gives IT teams unmatched visibility, verification, and agility across every major cloud and vendor environment.
- Our customers include global leaders such as Goldman Sachs, PayPal, S&P Global, IBM, and Dell, as well as fast-growing enterprises and government agencies. According to IDC, Forward Networks customers realize an average of $14.2 million in annual benefits through improved efficiency and security.
- Backed by world-class investors including Andreessen Horowitz, Goldman Sachs, MSD Partners, and Threshold Ventures, Forward Networks offers a people-centric, innovative culture where brilliant minds are shaping the future of network reliability, security, and AI-ready operations.