Director of US Channel & VAR Partnerships (API/CPaaS)

Vonage Communications APIs:

As an emerging leader in the $10B+ communications API market, we empower global brands to connect better with their customers, employees, and partners through transformative communications experiences. For example, Vonage API solutions empower organizations to build their custom omnichannel communications structure. This allows them to reach and engage customers on their preferred schedule and channel — including voice, video, and messaging. Think of a rideshare service instantly connecting with customers, hospital staff conducting remote monitoring, customers verifying their identity before completing a purchase, AI virtual agents servicing customers around the clock, and much more.

Why this role matters:

Vonage is seeking a US-based strategic, growth-oriented, and process-driven Director of Global Channel & VAR Partnerships to architect, launch, and scale our new Value Added Reseller (VAR) ecosystem.

Historically, Vonage’s API business unit has driven market dominance through strategic hyper-scalers, Global Systems Integrators (GSIs), and Tier-1 Communication Service Providers. To capture the massive mid-market and regional opportunities, we are launching an entirely new, programmatic VAR channel archetype.  

As the foundational leader of this initiative, you will transition our partnership motion from high-touch relationship management to a 1-to-many, high-velocity revenue engine. You will be responsible for defining the global program framework, accelerating partner time-to-first-deal (TTFD), and commercializing our core API pillars through regional and boutique resellers worldwide. As this is a new category for our partner business we will be focusing on US VAR’s to begin with. Expansion to other countries will occur once the US model has been proven.

Your key responsibilities:

Program Architecture & Strategy

• Design the Blueprint: Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams.
• Productize the API Portfolio: Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize:
1. Communications & Trust: Messaging APIs (SMS, WhatsApp, RCS), OTP, and MFA solutions.
2. High-Value Engagement: Programmable Voice and Video APIs.
3. Network Intelligence: Next-gen CAMARA/Carrier APIs for fraud mitigation, identity verification, and location-based services.
• Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration.

Partner Recruitment & Execution

• Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft).
• Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days.
• Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore).

Operational Leadership

• Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios.
• Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

What you’ll bring:

• Experience: 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors.
• Archetype: A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem.
• API & Developer Ecosystem Literacy: Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable.
• Operational Rigor: Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows.
• Global Mindset: Experience working within distributed teams across multiple geographies.
• Education: Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

Where you will work:

We are open to considering fully remote candidates located within the United States. Some travel to partners and customers will be required. 

Sponsorship is not available. Legal authorization to work in the USA is required. We are unable to sponsor individuals for employment visas, now or in the future, for this job opening. 

How you’ll benefit:

• Company Bonus or Commission Structure (depending on the role)
• Medical, Dental, and Vision Coverage Options
• 401(k) Savings Plan
• Company-Paid Basic Life and AD&D Insurance
• Short-Term Disability (STD)
• Long-Term Disability (LTD)
• Maternity/Parental Leave
• Flexible Spending Accounts (FSA)
• Health Savings Account (HSA)
• Employee Support Program (EAP)
• Voluntary Supplemental Insurance
• Lifestyle Benefits
• Volunteer Time Off (VTO)
• Tuition Reimbursement - available for select positions; full details will be shared during the interview process

This role would be part of our Commission Compensation structure and overall compensation would be based on a 60/40 split.

Disclaimer: The posted range represents the good faith salary for this role at the time of posting. Final compensation is determined by factors including (but not limited to) geographic location, relevant experience, specific skill sets, and internal equity. #LI-HB