Redpanda is seeking a Head of Channel to build, lead, and scale a world-class global partner ecosystem. This executive will own the end-to-end channel strategy and turn partners into a primary growth engine for the company. This role is both strategic and hands-on, designing the partner motion, enabling technical and go-to-market success, and aligning deeply with Sales, Product, Marketing, and Engineering.
What You'll Do
- Define and execute Redpanda’s global channel strategy, aligned with company growth targets and product roadmap.
- Build a multi-tier partner ecosystem including cloud providers, GSIs/SIs, ISVs, MSPs, and AI/agentic technology partners.
- Identify and incubate new partner categories emerging from real-time AI, autonomous systems, and agent-based architectures.
- Ensure partners deeply understand Redpanda’s Agentic Data Plane and its role in powering real-time, intelligent systems.
- Develop partner use cases, solution blueprints, and reference architectures for agentic and event-driven workloads.
- Partner closely with Product and Engineering to translate platform capabilities into partner-ready offerings.
- Make the channel a material, predictable revenue driver through co-sell motions, joint pipeline development, and marketplace strategies.
- Design partner programs, incentives, and enablement that accelerate deal velocity and expansion.
- Align tightly with direct sales leadership to ensure clear rules of engagement and collaborative execution.
- Build scalable partner onboarding, training, certification, and technical enablement programs.
- Define KPIs, reporting, and operational rigor to measure partner performance and ROI.
- Establish repeatable processes for deal registration, co-marketing, and joint customer success.
- Build and lead a high-performing channel organization.
- Represent Redpanda with executive-level partner stakeholders.
- Act as a thought leader internally and externally on ecosystem-led growth and agentic, real-time architectures.
What We're Looking For
- 10+ years of experience in channel, alliances, or partner leadership roles at high-growth infrastructure, data, or platform companies.
- Proven success building global partner ecosystems that drive significant revenue impact.
- Strong understanding of data streaming, cloud platforms, distributed systems, or adjacent infrastructure technologies.
- Experience working with GSIs, cloud marketplaces, and ISV ecosystems.
- Ability to communicate complex technical concepts — including real-time and agentic architectures — to both technical and business audiences.
- Executive presence with a builder’s mindset: comfortable operating at 30,000 feet and in the details.
- Passion for enabling partners to win and for building something category-defining.
Benefits & Compensation
- U.S. base salary range for this role is $260,000, not including bonus and/or commission.
Work Mode
This is a global position.
Redpanda fosters a culture based on trust, transparency, communication, and kindness.
