Head of Channel - East

Rhombus is on a mission to make the world a safer place with our centralized platform that combines intelligent cameras, sensors, and AI analytics to help organizations improve safety and operations at scale. We have a solid product-market fit, customers love us, and our solution makes a profound impact and difference in the world.

Rhombus was created by industry veterans and is also backed by incredible investors who believe in transforming the world of physical security with enterprise-grade technology that's accessible to any organization.
Who You Are

As the Head of Channel-East, you will own the strategy and execution of Rhombus' channel organization. You'll be responsible for continuing to build and scale our channel business by developing strong relationships with key partners, expanding our partner ecosystem, and building a repeatable channel motion that drives meaningful revenue growth. You'll lead and develop a team of high performing channel managers while remaining hands-on with strategic partners, key opportunities, and the initiatives that will take our channel organization to the next level.

You'll work closely with Sales, Marketing, Channel Operations, Channel Marketing, Product and other cross-functional teams to ensure our channel strategy is aligned with broader company goals and that our partners have the resources, enablement, and support needed to succeed.

What You'll Do

Channel Strategy & Partner Development

Identify and recruit new channel partners in target geographies and verticals to expand market coverage

Establish and track channel KPIs, pipeline, revenue performance, partner productivity, and other metrics to measure the health and growth of the channel business.

Maintain executive-level business relationships and serve as the primary point of contact for distributors and key regional partners, negotiating agreements and resolving conflict

Work closely with sales, marketing, operations, engineering, product, and support to align channel efforts with company goals

Bring a data-driven approach to prioritizing partners, investments, and growth opportunities.

Identify gaps in our channel programs and continuously improve processes, incentives, and partner engagement.

Revenue Ownership

Responsible for all aspects of the overall company relationship with distribution and partners including revenue growth, new logo acquisition and business partner management

Own and overachieve team revenue targets for total partner revenue going through channel partners as well as partner sourced net new logo opportunities and revenue

Work closely with field & channel & sales teams to drive net new logo acquisition, upsell and cross-sell via distribution and channel partners

Team & Reporting

Coach and develop a high performing team of channel account managers

Report channel performance and KPIs

Conduct performance and talent reviews for channel managers

Operational Coordination

Partner with Legal to draft and negotiate distributor and partner agreements

Work with Supply Chain and Operations to align channel demand and partner program changes

Collaborate with Channel Account Managers to manage distributor related matters

Partner Enablement

Develop knowledge of distribution partner priorities, industry trends, and landscape, Rhombus’ priorities, and Rhombus’ Technology and communicate value of the portfolios and solutions to better differentiate Rhombus from competitors

Work with partner marketing to produce channel-ready collateral, one pagers, toolkits, case studies, demand generation initiatives and incentive programs to increase partner recruitment and enablement

Onboard and conduct periodic sales/product training for new and existing distributors and partners

Ensure partners are equipped to handle warranty claims, RMAs and technical support tiering

What You'll Bring

BA/BS or equivalent relevant experience

8+ years of partner/channel experience, preferably in physical security, with proven track record and results

Proven track record of scaling an existing channel business and driving revenue through partners

Experience managing and developing high-performing sales or channel teams

Self-sufficient and always looking for ways to improve and recommend new, scalable approaches

Player/Coach mentality — you’re comfortable setting the strategy while rolling up your sleeves to make it happen

Strong team player with demonstrated ability to develop cross-functional relationships

Ability to work in a fast-paced environment with minimal supervision, balance multiple priorities, and achieve deadlines

Effective relationship building, analytical, and problem-solving skills, with the ability to influence internal and external stakeholders

Strong communication, selling, and negotiation skills

Experience using Salesforce, PRM tools and MS Office

What Sets You Apart

Experience launching channel programs in new international markets, including navigating import/export and regional certification requirements

Experience in physical security, SaaS, technology, or a related industry

Prior experience scaling a channel team

LocationThis is a remote position open to candidates based in the U.S. Candidates located in the Eastern Time Zone (EST) are preferred.
Travel
Candidates can expect up to 50% overnight travel as needed for this role.

Estimated Annual Pay Range (Base + OTE)
$180,000 – $220,000
Additional forms of compensation, depending on the role, include uncapped commission, sales incentives, discretionary bonuses, and equity in the company. Individual pay is determined based on the candidate's primary work/hiring location and additional factors, such as skills and experience, and relevant education, certifications, or training. Further details about compensation for the role can be discussed during the interview process.
What We Offer
Competitive Salary & Equity Options
Flexible Schedule & Paid-Time Off
Excellent Healthcare Coverage
Generous Family Leave Policy
WFH & Workspace Supplies
Career Growth & Professional Development
Dog-Friendly Office & Pet Insurance
What We Value
Customers Come First: We're obsessed with improving our users' lives and constantly question how we can improve upon what already exists.
One Team: Innovating in the physical security industry can't be accomplished by just a single person, which is why we collaborate with exceptional individuals who inspire us to be our best.
Think Greater: We believe the best ideas can come from anywhere. We strive to create an open environment where individuals can contribute and make an impact.
Act with Integrity: We believe honest communication is key to success. We conduct business the way it should be - with high ethical standards and to always do what's right.
Rhombus is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive workplace that reflects the communities we serve. We encourage applicants from all backgrounds and experiences to apply. We actively promote diversity, equity, and inclusion in our hiring practices and throughout our organization.
Build a Safer Future with Us!
Originally posted on Himalayas