VP - Strategic Partnerships & Channel Sales

Responsibilities

• Architect the MSP and Systems Integrator strategy to ensure Forward is the preferred autonomous networking solution
• Lead global channel strategy by equipping regional resellers and distributors with technical and sales resources
• Develop strategic partnerships with key technology companies to support product integrations and drive revenue
• Establish C-level relationships across top partners and act as the executive face of the company
• Design and manage the partner program from scratch, including tiering, margins, incentives, and deal registration
• Drive revenue by partnering with sales to own partner-sourced and partner-influenced pipeline and closed revenue
• Work cross-functionally with Product, Sales, Operations, Finance, and Marketing on partner enablement and co-marketing

Requirements

• 12+ years in channel or partner sales with at least 6+ years in leadership
• Proven experience building or substantially scaling a channel and partner function, ideally in a startup environment
• Consistent track record of meeting partner goals for revenue and pipeline generation
• Existing network of relevant partners across MSPs, Systems Integrators, Resellers, and technology partners
• Builder and architect mentality with the ability to move from strategy to execution
• Strong cross-functional collaboration and excellent communication skills

Preferred Qualifications

• Relevant network or network-adjacent security experience
• Familiarity with PRM and channel tooling such as Crossbeam, PartnerStack, or Salesforce PRM
• Experience navigating channel conflict in companies running both direct and indirect sales motions

About the Company

Forward Networks is transforming how the world’s most complex networks are managed and secured. Founded in 2013, the company built the industry’s first network digital twin—a mathematically precise model of the production network that provides unmatched visibility, verification, and agility across cloud and vendor environments.