[Remote] Vice President of Channel Sales

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. They are seeking a Vice President of Channel Sales to own the channel revenue strategy across North America, build executive relationships with key partners, and lead the evolution of ZIRO's channel organization.

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