Director, Channel Programs & Enablement

Job Summary

Role & Responsibilities

• Build annual and quarterly channel go-to-market plans for the Americas, including target partner segments, priority offers, campaigns, enablement plans, and success metrics.
• Translate Microsoft and Google priorities, incentives, solution areas, and co-sell programs into actionable partner plays.
• Develop country-specific approaches for the United States, Canada, and Brazil where licensing, pricing, or partner models differ.
• Package SoftwareOne services—including FinOps, licensing optimization, cloud migration, security, and AI readiness—into sell-through offers that partners can resell, co-deliver, or white-label.
• Design sell-to services that partners can use within their own businesses, including delivery capacity, presales support, helpdesk or NOC backfill, and licensing and compliance expertise.
• Create AI practice-in-a-box offers that help partners launch managed AI services through assessments, build patterns, pricing models, delivery playbooks, and customer-facing collateral.
• Partner with Services and Practice leaders to define scope, pricing, margin, delivery models, and rules of engagement for each offer.
• Align offers with partner tiers, benefits, incentives, and market development funding in coordination with the partner program owner.
• Design and deliver enablement journeys for strategic partners, from AI and cloud maturity assessments through sales, technical, and delivery readiness.
• Lead partner bootcamps, practice-building workshops, executive briefings, certification initiatives, and cohort programs that move partners from launch to first wins.
• Help partners earn and maintain relevant Microsoft and Google credentials that unlock incentives and support growth.
• Equip internal channel teams with scalable plays, enablement assets, and guidance for partner execution.
• Collaborate with Marketing on campaigns, through-partner marketing kits, events, and partner communications.
• Collaborate with Hyperscaler Alliances leaders to secure Microsoft and Google funding, co-sell support, and program alignment.
• Use AI to develop content, personalize enablement paths, improve workflows, and identify partner needs.
• Track pipeline, offer adoption, time to first deal, partner-attached services revenue, credentials, enablement quality, and partner feedback; adjust programs based on results.
• Travel as required to partner meetings, enablement events, and hyperscaler programs; travel percentage 25%
• What You Offer
• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• Extensive experience in channel programs, partner enablement, or services go-to-market, with substantial focus on managed service provider and systems integrator partners.
• Hands-on experience with Microsoft partner programs, including CSP, the Microsoft AI Cloud Partner Program, Solutions Partner designations, and partner incentives.
• Working knowledge of Google Cloud and Google Workspace partner models, including Google Cloud Partner Network competencies and co-sell motions.
• A track record of packaging services into partner-ready offers with clear pricing, delivery models, collateral, and measurable adoption.
• Experience designing and delivering enablement that improves partner revenue and time to market, not only training completion.
• Practical understanding of managed services economics and how partners build profitable AI, security, and cloud practices.
• Experience leading through influence across Marketing, Alliances, Sales, and Services and presenting confidently to partner executives and technical teams.
• Demonstrated experience using AI in a practical, applied way—such as improving workflows, automating tasks, enabling better decision-making, or increasing impact. Deep technical or engineering expertise in AI is not required; we value applied use, experimentation, curiosity, and continuous learning.
• Bachelor’s degree or equivalent experience.
• Experience with white-label or partner-delivered services models, Microsoft or Google certifications, partner portals, learning platforms, or professional working proficiency in Portuguese is preferred.
• The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
• Success Criteria
• Deliver a clear Americas channel go-to-market plan and prioritized offer roadmap within the first 90 days.
• Launch a catalog of sell-through, sell-to, and AI practice-in-a-box offers with agreed pricing and delivery models.
• Establish cohort-based enablement programs for priority partners in the United States, Canada, and Brazil.
• Increase partner-attached services revenue and adoption of priority cloud, security, and AI offers.
• Reduce the time from partner enablement launch to the partner’s first closed deal.
• Increase the number of active partners selling packaged offers and earning relevant Microsoft and Google credentials.
• Secure hyperscaler co-sell, incentive, and marketing funding that supports channel offers.
• Measure enablement reach, completion, quality, partner feedback, and business impact, and refine programs based on results.

Organizational Alignment