Director, Global Partner & Channel Strategy

As we scale globally, our next phase of growth depends on building a world-class partner ecosystem that embeds Zello directly into the frontline mobility stack.

Zello is hiring a Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine.

This leader will design and operationalize a bundled + co-sell ecosystem across OEMs, distributors, VARs, and carriers with the mandate to drive 50% of new revenue through partners within a few years.

The Director will initially lead a small team and will be positioned to evolve into the Global Head of Partners and Channels as the motion scales.

If you understand frontline enterprise mobility, rugged device ecosystems, attach-rate programs, and how bundling actually happens in the field, then this is a rare opportunity to shape the next stage of growth for a category-defining communications platform.

- Design and execute Zello’s global partner ecosystem strategy

- Segment and prioritize OEMs, VARs, carriers, and distributors

- Develop partner tiering, certification, and enablement frameworks

- Create bundled and co-sell motions aligned with direct sales

- Influence compensation structures and rules of engagement to avoid channel conflict

- Collaborate with Product on device integration, provisioning, and roadmap alignment

- Work cross-functionally with Marketing on co-marketing and MDF strategies

- Partner with Finance and Legal to structure scalable partner agreements

- Influence sales leadership to align direct and indirect GTM motions

- Build the foundation to eventually own all global indirect revenue

- 7-10+ years in enterprise mobility, frontline technology, or adjacent ecosystem roles

- Experience collaborating with direct sales organizations in co-sell environments

- Ability to influence pricing, packaging, and product strategy

- Significant experience and relationships with Resellers in the frontline space

- Experience working at or closely with mobility OEMs (e.g., Zebra, Samsung, Apple, Honeywell)

- Commercially assertive and comfortable owning revenue targets

- Operationally disciplined - you understand attach rates, margins, and forecasting

- Politically intelligent - you align incentives and avoid channel conflict

- Externally credible - you can sit across from OEM and channel executives and drive meaningful outcomes

- Builder-minded - excited to scale something transformational

- Build a narrative that makes Zello indispensable in frontline mobility stacks

This hire will shape Zello’s long-term growth model. As frontline organizations standardize their mobility stacks, Zello must become embedded; not optional.

The right leader will transform how Zello goes to market, expand our global reach, and build a durable indirect revenue engine that accelerates our trajectory.