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About Zello

Zello is a voice-first communication platform powered by our industry-leading push-to-talk technology to improve collaboration and productivity for desk-less workers. With over 175 million users were the #1 rated push-to-talk app in the world delivering 9 billion (yes with a B) messages a month.

At Zello our company values are at the heart of what we do everyday. Were proud to serve the frontline were privileged to connect people in times of crisis across the globe and were honored to support first responders.

And this is where you come in.

As we scale globally our next phase of growth depends on building a world-class partner ecosystem that embeds Zello directly into the frontline mobility stack.

The Opportunity

Zello is hiring a Director of Global Partner & Channel Strategy to architect and scale our global indirect revenue engine.

This is not a traditional partner management role.

This leader will design and operationalize a bundled co-sell ecosystem across OEMs distributors VARs and carriers with the mandate to drive 50% of new revenue through partners within a few years.

The Director will initially lead a small team and will be positioned to evolve into the Global Head of Partners and Channels as the motion scales.

If you understand frontline enterprise mobility rugged device ecosystems attach-rate programs and how bundling actually happens in the field then this is a rare opportunity to shape the next stage of growth for a category-defining communications platform.

What Youll Own

Global Channel Strategy (Starting in North America)

• Design and execute Zellos global partner ecosystem strategy

• Segment and prioritize OEMs VARs carriers and distributors

• Develop partner tiering certification and enablement frameworks

• Define global expansion roadmap for indirect revenue

Revenue & Commercialization

• Own partner-sourced revenue targets

• Build predictable partner pipeline generation

• Establish programs with mobility OEMs and distributors

• Create bundled and co-sell motions aligned with direct sales

• Influence compensation structures and rules of engagement to avoid channel conflict

Bundling & Ecosystem Integration

• Drive preload packaging and bundled SKU initiatives

• Collaborate with Product on device integration provisioning and roadmap alignment

• Work cross-functionally with Marketing on co-marketing and MDF strategies

• Partner with Finance and Legal to structure scalable partner agreements

Organizational Leadership

• Lead and scale a high-impact team

• Influence sales leadership to align direct and indirect GTM motions

• Build the foundation to eventually own all global indirect revenue

What Success Looks Like

Within 6 Months

• Clear North America partner strategy in market

• Defined co-sell motion with direct sales

• Priority relationships formalized

• Predictable partner-sourced pipeline engine

Within 12 Months

• Structured partner incentive programs live

• 30% of new pipeline sourced through partners

Within 24 Months

• 50% of new revenue driven through partners

• Established global channel program

• Scaled team and expanded international footprint

What You Bring

Required

• 7-10 years in enterprise mobility frontline technology or adjacent ecosystem roles

• Demonstrated success building or scaling a channel motion

• Deep experience with frontline mobility deployments

• A solid understanding of hardware refresh cycles

• Experience structuring attach-rate or bundled programs

• Strong commercial acumen with revenue accountability

• Experience collaborating with direct sales organizations in co-sell environments

• Ability to influence pricing packaging and product strategy

• Significant experience and relationships with Resellers in the frontline space

• Two references that can speak to the above requirements.

Strongly Preferred

• Experience working at or closely with mobility OEMs (e.g. Zebra Samsung Apple Honeywell)

• Experience with Carriers and ISVs

• Familiarity with MDM ecosystems

• Experience negotiating OEM master agreements

• Exposure to global partner programs

• Early leadership experience managing teams

Who You Are

• A strategic ecosystem thinker who sees 35 years ahead

• Commercially assertive and comfortable owning revenue targets

• Operationally disciplined - you understand attach rates margins and forecasting

• Politically intelligent - you align incentives and avoid channel conflict

• Externally credible - you can sit across from OEM and channel executives and drive meaningful outcomes

• Builder-minded - excited to scale something transformational

The Bar-Raiser Version

The exceptional candidate will:

• Already be thinking about attach-rate math before you ask

• Challenge your current direct compensation model

• Identify where bundling breaks operationally

• Build a narrative that makes Zello indispensable in frontline mobility stacks

• Make OEMs see Zello as table stakes

Why This Role Matters

This hire will shape Zellos long-term growth model. As frontline organizations standardize their mobility stacks Zello must become embedded; not optional.

The right leader will transform how Zello goes to market expand our global reach and build a durable indirect revenue engine that accelerates our trajectory.

We hire for potential passion for our mission and a knack for solving difficult problems over checking every qualification box. We have competitive pay equity with significant upside and intentionally design our benefits to encourage healthy and well-balanced employees flexible schedules and time off. We even offer a sabbatical after every five years of service so youre able to pursue and enjoy what matters most to you. And of course we wouldnt be a technology company without a ping-pong table and free snacks in our break room. Join us!

Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

All Zello personnel are required to comply with defined security privacy and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.

Required Experience:

Director