ISV Channel & Partnerships Lead

At XOi we are reimagining how the trades operate and to support that vision we are building a channel that expands our reach deepens customer value and accelerates adoption through intentional strategy scalable programs and the right ecosystem partnerships. We are looking for a strategic entrepreneurial and execution-minded channel leader to take the reins of our ISV channel motion as our ISV Channel & Partnerships Lead. This role is responsible for building and operationalizing a high-performance ISV channel from the ground up while ensuring that the right partners programs and playbooks are in place to drive sustainable scalable growth.

This role goes beyond traditional partnerships. This role is a high-impact opportunity to architect our channel strategy launch new routes to market and enable technology partners to drive meaningful demand value and revenue. We are looking for a channel builder who leads with strategic intent - someone who can define the broader vision align it to business goals and just as confidently roll up their sleeves to turn strategy into action. You will build the systems programs and cross-functional alignment needed to scale our ISV channel with precision. You will work closely with Sales Product Marketing Legal Enablement and our executive team to establish the channel as a true growth engine for XOi.

What Youll Own

Channel Strategy & Roadmap

• Define the long-term ISV channel strategy including priority partner segments go-to-market models and the sequencing required to grow a repeatable scalable channel motion.

• Identify market opportunities where an ISV-driven channel can unlock net new revenue and long-term customer value.

• Establish clear objectives and success metrics for the ISV channel program.

Program Design & Execution

• Architect channel programs that support co-selling referrals OEM integrations and marketplace initiatives.

• Develop and operationalize onboarding enablement certification and incentive structures that drive partner engagement and performance.

• Develop scalable partner playbooks templates and operational models that ensure consistency in partner execution and internal alignment across XOis go-to-market teams.

• Build and refine the infrastructure tooling and processes that support repeatability and long-term channel scalability.

Partner Activation & Enablement

• Build the tools training and experiences that allow partners to sell position and support XOi with confidence.

• Work closely with the Enablement and GTM teams to scale partner education while aligning to internal standards and messaging.

• Develop campaigns and resources that activate partners throughout the sales lifecycle and accelerate time to value.

Execution & Performance Management

• Own the full lifecycle of ISV channel performancefrom onboarding and activation to deal acceleration and pipeline growth.

• Lead regular pipeline reviews forecasting and business planning with partners and internal stakeholders.

• Deliver executive-level reporting on ISV channel performanceincluding influenced revenue adoption pipeline acceleration and strategic milestonesto senior leadership and the Board.

Strategic Partnership Development

• Source and cultivate new ISV relationships aligned to our platform strategy and channel vision.

• Lead contract structuring and negotiations to ensure mutually beneficial outcomes and long-term alignment.

• Ensure each partnership is grounded in a strong business case and has clear measurable goals.

• Define and implement governance frameworks for key ISV partnerships including joint accountability models communication cadences and performance oversight to ensure durable high-trust collaboration.

Cross-Functional Collaboration

• Champion the voice of the partner by translating partner feedback market signals and field insights into actionable inputs for Product GTM and broader strategic planning.

• Act as a strategic liaison between ISV partners and internal teams to ensure partner needs are continuously reflected in product roadmap messaging and go-to-market execution.

What You Bring

• 10 years of experience in B2B SaaS roles focused on channel development partner programs or strategic go-to-market execution and at least 5 years in a channel-building capacity.

• Bonus: experience in field service management industrial software or construction tech.

• Demonstrated ability to design and launch channel programs that drive revenue scale efficiently and strengthen product-market fit.

• Experience building and leading ISV or ecosystem-driven channelsparticularly those involving referral co-sell OEM or marketplace models.

• Skilled in partner performance management including setting KPIs reporting on impact and course-correcting based on insights.

• Strong understanding of SaaS business models with the ability to create smart scalable commercial frameworks that align incentives and value.

• Confident communicator and influencer capable of aligning senior stakeholders and driving cross-functional collaboration.

• Comfortable balancing strategy and executionyou can think in systems but youre energized by the day-to-day hustle of building.
  
  

Why This Role Matters

Were not just looking to do partnerships. Were creating a deliberate channel motion - one that delivers value to customers opportunity to partners and impact at scale for the trades. This role is foundational to that vision.

At XOi youll be joining a team thats passionate about the work we do the industries we serve and the opportunity ahead. Youll collaborate with smart driven humble people who want to build something meaningful together. If that sounds like your kind of place lets build.

XOi Benefits

• XOi offers a comprehensive benefits package that includes medical dental and health with eligibility the 1st of the next month following your date of hire

• XOi offers a 401(k) with eligibility at 90 days

• XOi offers Discretionary Time Off

• All new employees receive a one time $500 New Hire Stipend to support any updates needed for your home office space

• All employees receive a $50/monthly stipend to be used for personal wellness and $50/ monthly stipend towards internet expenses

XOi Technologies is an Equal Opportunity Employer
At XOi we value individuality and the unique qualities we all bring to an organization. We believe everyone contributes experiences that have a significant impact on our product and customer experience. We do not discriminate against employees based on race color religion sex national origin gender identity or expression age disability pregnancy genetic information military or veteran status.