Director, Channel Development - Managed Cloud

The posting, as Nexcess wrote it

About Nexcess
Nexcess provides specialty cloud solutions for organizations where performance and compliance have to coexist. We serve businesses worldwide, from agencies scaling client sites to enterprises running mission-critical operations. We've built our reputation on deep technical expertise and genuine partnership with every client we work with. Behind every environment we manage is a team of people who take the craft seriously and keep showing up when it matters.

Overview

The Director, Channel Development will build and scale the Managed Cloud partner program from the ground up, with a focus on generating measurable new-logo revenue through resellers, referral partners, MSPs, and other strategic partners. This is a hands-on, individual-contributor role for a proven channel leader who has successfully built a partner program from the ground up and can demonstrate measurable revenue results. The Director will own the partner lifecycle, from prospecting and recruitment through onboarding, enablement, co-selling, and ongoing growth. With no existing team or year-one headcount, the Director will be responsible for establishing the strategy, building the pipeline, developing partner relationships, and creating the processes needed to scale the function. The role will work closely with Sales and cross-functional leadership and will have significant autonomy to build and execute the channel strategy.

Responsibilities

• Develop and execute a channel strategy aligned with Managed Cloud business objectives, revenue targets, customer segments, and go-to-market priorities.
• Design and launch the initial partner program, including partner segmentation, program tiers, eligibility criteria, engagement models, referral and margin structures, and onboarding requirements.
• Establish scalable processes, documentation, tools, and operating standards for partner recruitment, activation, opportunity management, and ongoing engagement.
• Monitor market and competitive trends to identify opportunities for new partner relationships and channel growth.
• Identify, prospect, qualify, and recruit resellers, referral partners, MSPs, VARs, digital agencies, and other organizations with the potential to generate qualified business opportunities.
• Develop relationships with prospective partners through outbound prospecting, networking, industry events, referrals, and other appropriate business-development activities.
• Manage the partner lifecycle from initial engagement through qualification, commercial negotiation, agreement execution, onboarding, opportunity development, and ongoing growth.
• Evaluate partner performance and engagement and recommend adjustments to partner investment, support, or program participation based on business results and strategic value.
• Develop and maintain strong relationships with key partner stakeholders and decision-makers.
• Develop qualified partner-sourced pipeline and convert partner opportunities into new-logo

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r entrepreneurial environment.

Physical Demands & Work Environment

The physical demands and work environment characteristics described below are representative of those that may be encountered while performing the essential functions of this position. Reasonable accommodations may be provided to qualified individuals with disabilities to enable them to perform the essential functions of the position, consistent with applicable law.

• This position routinely requires the ability to communicate effectively and exchange information with others.
• The position requires regular use of a computer, keyboard, and other standard office equipment.
• The individual may be required to remain in a stationary position and work at a desk or computer for extended periods.
• The position may be performed in a climate-controlled office environment or an approved remote work environment.
• The role involves managing multiple priorities, responding to evolving business needs, and meeting time-sensitive deliverables.
• Occasional movement of office materials or equipment weighing up to 15 pounds may be required.

Disclaimer

This job description is intended to provide a general overview of the position and its primary responsibilities, qualifications, and expectations. It is not intended to be an exhaustive or comprehensive list of all duties, responsibilities, or requirements. Responsibilities may be modified, expanded, or reassigned as business needs and organizational priorities evolve. Nothing in this job description creates or implies an employment contract or guarantee of employment for any specific period. Where applicable, employment remains at-will, meaning either the employee or the Company may terminate the employment relationship at any time, with or without notice or cause, subject to applicable law. The Company reserves the right to update this job description as appropriate to reflect changes in the position, business needs, or applicable requirements.

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