Director of Channels

Employment Type: [Not Specified] Location Type: [Not Specified] Salary: [Not Specified]

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Position Overview

At Instabase, we are dedicated to making cutting-edge AI innovation accessible to all organizations, empowering them to tackle complex unstructured data challenges within their industries. With a customer base that includes some of the world's largest and most intricate organizations, and backed by investors like Greylock, Andreessen Horowitz, and Index Ventures, our market potential is virtually limitless.

Instabase operates on a consumption-based pricing model, ensuring customers pay only for what they use, directly reflecting the value our products deliver. This model allows clients to thoroughly explore our AI Hub platform features and uncover critical business insights. By gaining insights from diverse use cases and behaviors, Instabase delivers premier solutions that offer unparalleled advantages in everyday business operations.

With offices in San Francisco, New York, London, and Bengaluru, Instabase is a truly global company. We are people-first, fostering a culture of fearless experimentation, endless curiosity, and customer obsession. Our team collaborates to help organizations worldwide instantly transform their unstructured data into actionable insights.

Instabase's Go-to-Market (GTM) teams are responsible for the complete customer journey, from identifying the right problems to solve with Instabase, demonstrating solutions, proving value, and launching to production.

We are currently seeking an experienced and dynamic Director of Channels to spearhead the strategy, growth, and execution of our global partner ecosystem. This critical role involves developing and managing strategic partnerships with key channel partners worldwide to accelerate sales growth, expand market reach, and ensure the success of our global distribution network. The ideal candidate possesses a proven track record in channel sales leadership, a profound understanding of partner ecosystems, and a passion for driving high-impact results across diverse markets.

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Responsibilities

Channel Strategy & Development

• Develop and execute a comprehensive global channel strategy aligned with company growth objectives and market needs.
• Identify, recruit, and onboard new channel partners across various regions and verticals.
• Cultivate and manage relationships with key strategic partners, resellers, distributors, and system integrators.
• Collaborate closely with regional sales teams to adapt channel strategies to local market conditions while maintaining global alignment.

Partner Enablement & Support

• Partner with field teams on enablement initiatives to equip strategic partners with the necessary tools, training, and resources for success.
• Collaborate with the marketing team to create effective go-to-market campaigns and partner promotions.
• Provide ongoing support and guidance to partners, including regular business reviews, performance tracking, and issue resolution.

Sales Performance & Forecasting

• Own the global channel sales target, driving both revenue growth and pipeline generation through partners.
• Monitor and analyze channel sales performance, working with partners to optimize sales strategies and ensure target achievement.
• Forecast channel sales performance, providing regular reports to leadership on progress and opportunities.

Collaboration with Internal Teams

• Work cross-functionally with product, marketing, and operations teams to align partner offerings with product roadmaps, promotional activities, and customer success initiatives.
• Collaborate with regional sales teams to drive joint sales motions, co-selling opportunities, and partner-driven revenue.
• Participate in the development and refinement of the company’s partner ecosystem policies, processes, and tools.

Market Intelligence & Competitor Analysis

• Stay current on market trends, customer needs, and the competitive landscape to identify growth opportunities.
• Share insights with leadership.

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Company Information

Instabase is a global company with offices in San Francisco, New York, London, and Bengaluru. We are people-first, fostering a culture of fearless experimentation, endless curiosity, and customer obsession. Our mission is to democratize access to cutting-edge AI innovation, enabling organizations to solve previously unsolvable unstructured data problems. Our consumption-based pricing model and AI Hub platform empower clients to derive crucial business insights, while our customer-centric approach ensures we deliver top-tier solutions.