Openprise

Director, Channel and Marketplace Strategy

San Mateo, CA
Full Time
Sales
Manager/Supervisor

About Us:

Openprise is an AI and automation platform that unifies your data silos, orchestrates your processes, and consolidates your point solutions so your Ops team can build smarter GTM data ― your data, your way, on your timeline.  We are the pioneers in delivering the first end-to-end data automation cloud for RevOps, making data management and automation simple for the growing organization that is Revenue Operations! We're on a mission to redefine how businesses harness data to supercharge their marketing and sales efforts.

The Role:

The Director of Channel & Marketplace Strategy will own the creation, expansion, and operational success of the company’s partner ecosystem and marketplace presence. 

This role is responsible for building a scalable channel program that enables SalesOps, MarketingOps, and RevOps agencies to find, position, and sell our RevOps Automation solutions—while also driving distribution and revenue through AWS, Adobe, and Salesforce (SFDC) marketplaces.

This leader will define the partner GTM motion, recruit and activate agencies, build enablement and certification programs, and ensure partners can successfully source, co-sell, and deliver value to customers. In parallel, they will lead marketplace strategy and execution, including listings, packaging, compliance, deal registration, and co-sell alignment.

This role sits at the intersection of ecosystem, distribution, and revenue acceleration. The Director of Channel & Marketplace Strategy will directly shape how the company scales beyond direct sales—turning agencies and marketplaces into durable, repeatable growth engines.

The role manages a small but high-impact team (1 direct report) and works cross-functionally with Sales, Marketing, Product, Legal, Finance, and RevOps to create a repeatable, revenue-producing ecosystem

THIS IS NOT A REMOTE POSITION. THE POSITION IS BASED IN SAN MATEO, CA. QUALIFIED CANDIDATES MUST BE ABLE TO COMMUTE TO OUR OFFICE AT LEAST TWICE A WEEK.

Key Responsibilities:

Channel & Partner Program Leadership

  • Design and own a partner program focused on SalesOps, MarketingOps, and RevOps agencies, including tiers, incentives, rules of engagement, and success metrics.
  • Define clear partner motions (referral, co-sell, resale, services-led, subcontracting where applicable).
  • Recruit, onboard, and activate high-value agency partners aligned to ICPs and use cases.
  • Build partner enablement programs, including training, certification, playbooks, sales kits, and demo workflows.
Marketplace Strategy & Execution (AWS, Adobe, Salesforce)
  • Own end-to-end strategy and execution for listings on AWS Marketplace, Adobe Exchange, and Salesforce AppExchange.
  • Lead packaging, pricing, and SKU strategy for marketplace offerings.
  • Navigate marketplace technical, legal, and commercial requirements (contracts, compliance, billing, reporting).
Certification & Technical Enablement
  • Own the design and rollout of a partner certification and technical enablement program that ensures agencies can confidently position, sell, and deliver our RevOps Automation solutions
  • Partner closely with the Customer Success team to leverage product expertise, implementation best practices, and real-world customer use cases in training content.
  • Define certification levels (e.g., Sales, Technical, Advanced / Solution Specialist) aligned to partner roles and GTM motions.
  • Build and maintain enablement assets including technical documentation, solution architectures, implementation guides, demo environments, and playbooks.
Qualifications and Experience:
  • 8–12+ years experience in B2B SaaS, with senior ownership of channels, alliances, or partner ecosystems
  • Proven experience launching and managing listings on AWS Marketplace, Salesforce AppExchange, and/or Adobe Exchange
  • Strong understanding of RevOps, SalesOps, and MarketingOps buyers and agencies
  • Demonstrated success building partner programs from scratch or scaling them meaningfully
  • Experience managing small, high-leverage teams
  • Strong cross-functional leadership skills and executive presence
OTE Salary—$280K–$300K (50/50 split)

 
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