Head of Channel Partnerships

About the position:

Port is seeking a strategic, hands-on leader to build and scale our global partner ecosystem. This role will own the end-to-end partner strategy across channel, GSIs, and strategic partners, developing a high-impact network of resellers, integrators, and global consulting firms to expand market reach and accelerate revenue.

As a key builder, you will define Port’s global partner motion, establishing the strategy, operating model, and go-to-market approach. You will lead the North America ecosystem directly while overseeing regional partner development across EMEA and APJ, ensuring consistency, alignment, and scalable growth.

This role also oversees Port’s GSI strategy, building relationships with leading global system integrators and embedding Port into their consulting practices to drive enterprise adoption and influence.

The ideal candidate brings experience building modern SaaS partner ecosystems, including designing partner programs, enabling partners to sell and deliver effectively, and driving repeatable partner-led revenue. This role is highly cross-functional, partnering closely with sales, marketing, alliances, and product to align partner strategy with company growth.

What Success Looks Like:

• Define and execute Port’s global partner strategy, building a high-impact ecosystem across channel, GSIs, and strategic alliances to expand reach into enterprise and mid-market engineering organizations.
• Establish and scale a repeatable partner model, starting in North America and extending globally, with strong foundations in partner recruitment, enablement, and go-to-market execution.
• Build and lead a differentiated GSI motion, developing strategic relationships with global system integrators and embedding Port into their consulting practices to drive enterprise influence and large-scale adoption.
• Drive meaningful partner-sourced and partner-influenced revenue, working closely with sales to shape deal strategy, accelerate pipeline, and increase partner attach rates across key accounts.
• Design and operationalize a scalable partner program, including onboarding, enablement, certifications, and repeatable sales plays that enable partners to confidently position, sell, and deliver Port.
• Create executive alignment across key partners, leading strategic planning and quarterly business reviews to ensure long-term growth, accountability, and mutual success.
• Partner cross-functionally with sales, marketing, product, and alliances, aligning partner strategy with territory plans, market opportunities, and evolving product capabilities.
• Continuously refine the ecosystem strategy, bringing market and partner insights back into the business to inform product direction, positioning, and long-term growth.

• 7+ years of experience in channel sales, partner development, alliances, or ecosystem leadership within B2B software
• Strong understanding of global partner ecosystems including VARs, distributors, MSPs, regional system integrators, and GSIs
• Experience building and scaling partner programs in high-growth SaaS organizations
• Demonstrated ability to drive revenue through partner-sourced or partner-influenced opportunities
• Experience working with global partner networks and cross-regional teams
• Strong commercial instincts with experience structuring and supporting complex partner-led deals
• Excellent relationship-building skills with the ability to influence both internally and externally
• Familiarity with MEDDPICC or similar enterprise sales methodologies
• Comfortable operating in a fast-paced, high-growth environment where new programs are being built