The Role
We’re looking for a hands-on Head of Channel Partnerships to build and scale our system integrator (SI) channel into a repeatable growth engine—focused on mid-market and enterprise customers in mission-critical environments (e.g., logistics/warehousing, manufacturing/industrial, multi-site retail).
This is a builder role for someone who’s strong today and still climbing: you’ve seen how enterprise + partner motions really work, and you’re ready to own the channel outcome end-to-end in a startup environment—partner recruitment, activation, enablement, and consistent deal execution with SI teams.
What You’ll Do (Responsibilities)
Partner-led sales (core)
- Own partner-sourced and partner-influenced pipeline and bookings targets.
- Build and run a repeatable co-sell motion with SI sales teams: joint account planning, opportunity strategy, exec mapping, and close plans.
- Lead deals through the full cycle with partners: discovery, value framing, pricing/packaging alignment, security/procurement coordination, and negotiation through signature.
- Create scalable partner plays (vertical/use-case/offer) that SI sellers can run consistently.
Partner recruitment & activation
- Identify, recruit, and onboard SIs with the right enterprise footprint and delivery capability.
- Build partner enablement that supports selling: pitch materials, talk tracks, qualification guide, objection handling, ROI framing.
- Run regular partner cadence: pipeline reviews, deal support, and QBRs.
Commercial structure & rules of engagement
- Define partner program fundamentals (tiers, deal registration, lead sharing, co-marketing light, enablement).
- Establish clear rules of engagement to avoid channel conflict and make renewals/expansion predictable.
- Align partner delivery/services motion with our product so deployments are repeatable and customers renew.
Operating rhythm & forecasting
- Build a simple, disciplined operating system: pipeline hygiene, forecasting, partner performance tracking.
- Provide leadership-level visibility into partner activity, pipeline, and conversion rates.
What Success Looks Like
First 90 days
- Clear target SI list + partner ICP; tight outreach + recruitment plan.
- Partner pitch + enablement kit live; first joint pipeline meetings running.
- 2–4 SI partners signed with active co-sell motions.
By 180 days
- 3–6 producing partners with consistent pipeline creation.
- Repeatable co-sell plays and a reliable weekly forecast cadence.
- Closed enterprise wins driven with/through SIs.
What We’re Looking For (Requirements)
- 10–15 years experience across channel partnerships and enterprise sales, ideally selling with/through system integrators.
- Demonstrated ownership of a number: pipeline creation and closed revenue outcomes (sourced or influenced via partners).
- Strong enterprise sales fundamentals: discovery, value-based selling, multi-stakeholder navigation, and comfort with procurement/security/legal processes.
- Ability to build from scratch: you can write the first version of the program, run the calls, create enablement, and iterate fast.
- Clear communicator who can earn trust with SI executives and field teams (sales, delivery, managed services).
Nice to Have
- Direct experience with enterprise networking/wireless, infrastructure software, observability, or OT/industrial environments.
- Experience designing partner incentives for site-based subscriptions and outcome-based packaging.
- Relationships across industrial/logistics SIs or large enterprise integrators.
Why This Role Is Different
- You’re not inheriting a mature channel machine—you’re building the channel blueprint.
- The product has a clear wedge: continuous, cross-domain, site-level connectivity truth that SIs can package into higher-margin managed services.
- Strong unit economics and straightforward enterprise pricing make it channel-friendly.
What We Value
Ownership, speed, clarity, and high integrity. You like carrying a number, building playbooks, and making partners successful—without a huge team or perfect process.
Logistics
- Location: On-site in New York
- Travel: Occasional travel to customer sites as needed
- Reports to: (Founder)
About eino
Today, AI workloads at the edge make networks more critical than ever for enterprises, communities, and governments—creating an urgent need for new connectivity solutions. Yet the way networks are designed, managed, and monitored has barely changed, while everything connected to them has.
With a mission to close this gap, eino is intelligent connectivity—enabling the infrastructure that thinks, adapts, and delivers—in a platform that automates, unifies, and monitors all wireless technologies across any site—indoor and outdoor—through a 3D digital twin. Easy to demo, design, and monitor, the digital twin approach enables customers to see their wireless infrastructure—and its performance—before they invest.
We’re building the shortest path to AI-ready connectivity that lasts.
