Director of Channels

The role

The Director of Channels will lead and expand the ecosystem of hyperscaler and Prime, VAR, and SI channel partners. This role focuses on accelerating FedRAMP adoption by enabling cloud hyperscalers and government resellers to drive customer transformation and compliance outcomes.

What you will do

• Lead strategic partnerships with AWS, Google Cloud, and Microsoft Azure alliance and field sales teams.
• Define and operationalize joint go-to-market plans, co-sell motions, marketplace positioning, referral models, and enablement programs.
• Cultivate executive sponsorships and maintain senior-level relationships across hyperscaler partner organizations.
• Serve as the internal hyperscaler subject-matter advocate and escalation point.
• Build and scale Knox's federal and public-sector indirect channel motion with key government partners.
• Partner with channel organizations to identify target accounts and co-deliver solution engagements.
• Establish structured partner programs, enablement playbooks, certifications frameworks, and performance KPIs.
• Lead quarterly business reviews, partner scorecards, and pipeline forums.
• Shape channel strategy in partnership with sales, marketing, and product leadership.
• Evangelize Knox's value across the channel ecosystem at events and briefings.

Required qualifications

• 5+ years of progressive experience in channel development, alliance management, or partner sales leadership within cloud-centric enterprise technology companies.
• Proven track record of driving partner-sourced or partner-influenced revenue.
• Demonstrated success working with government integrators/primes or public-sector channel ecosystems.
• Experience negotiating channel agreements, co-sell frameworks, and joint-value programs with strategic partners.
• Exceptional relationship building and executive presence.
• Strategic thinker with strong business acumen and a results-oriented mindset.
• Cross-functional collaboration skills.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in Business, Technology, Marketing, or related field.
• Willingness to travel (domestic and occasional international).

Nice to have

• Experience with cloud hyperscaler partners (AWS, Azure, GCP)
• MBA or advanced degree

Benefits

• Medical
• Dental
• Vision
• Life & Disability
• unlimited PEO
• employee funded 401k plan

Before you apply

• Requires U.S. citizenship.
• Must be able to provide documentation verifying U.S. citizenship status as part of the background check process.
• Offer is contingent upon successful completion of all required pre-employment screenings, including a background check.

About the company

Knox runs the largest Federal and DoW managed cloud, building and operating secure cloud and AI environments that support the U.S. government’s most critical missions. The company secures sensitive government environments at federal scale.