Director, Channel & Field Marketing

Responsibilities

• Own the North America partner and field marketing strategy, annual plan, and budget, aligned to the regional go-to-market plan and pipeline targets.
• Lead and develop a team of channel marketing managers, field marketing managers, and contractors. Own priorities, performance management, and team structure.
• Build and manage marketing relationships with strategic partners, including technology solution distributors (TSDs), agents, resellers, and system integrators. Create joint marketing plans that drive demand and incremental revenue.
• Drive programs that recover and grow TSD pipeline, increase partner-sourced pipeline, and recruit new partners.
• Own the strategy and execution for all major North America industry tradeshows and conferences, including event selection, sponsorship negotiation, budget, booth and meeting strategy, speaking opportunities, pre-event promotion, and post-event follow-up.
• Set clear ROI goals for every event. Measure pipeline, bookings, and cost per opportunity, and shift investment to what works.
• Lead regional field marketing, including integrated campaigns, executive events, roadshows, and account-based programs that create net-new opportunities and accelerate existing ones.
• Manage the market development funds (MDF) program and planning process. Keep partner investments tied to results.
• Partner with channel sales, field sales, and BDR leaders to align activation plans to sales outcomes.
• Work with demand generation, content, product marketing, and brand teams so partner and field campaigns share consistent messaging and the customer is the hero.

Requirements

• Bachelor's degree in marketing, business, or a related field.
• 7+ years in partner, channel, or field marketing, preferably in SaaS, telecom, or the IT channel, including experience leading a team.
• Proven results running tradeshow and event programs at scale, including major industry events and sponsorships.
• Experience in the telecommunications industry, with direct experience working with technology solution distributors (TSDs) to build programs, drive partner-sourced pipeline, and grow revenue.
• Experience working with agents, resellers, and MSP or SI partners.
• Strong understanding of enterprise sales cycles, the buyer's journey, and the channel business model.
• Strong financial skills, including budget ownership, MDF management, and ROI analysis.
• Metric-driven, with the ability to draw insight from complex marketing data.
• Proficiency with Salesforce, Marketo, and Google Workspace or Microsoft Office.
• Excellent communication and influence skills, with the ability to work with executives, sales leaders, and partners.