Director – Channel Partnerships
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Job Description
Director of global channel partnerships at Chainalysis scaling technology solutions for crypto and financial services industries. Building and executing an extensive partner ecosystem to enhance market reach.
Responsibilities:
- Build and execute the global channel strategy and program for Chainalysis, with a primary focus on resellers, VARs, distributors, MSPs, and SIs that extends our reach across target markets across crypto, financial services and public sector industries.
- Develop and roll out a scalable channel partner program (tiers, requirements, benefits) that incentivizes partners to source, influence and close new business.
- Hire, lead, and develop a small team of regional channel managers across the Americas, EMEA, APAC who will own day‑to‑day execution with local partners.
- Define and track partner-sourced and partner‑influenced pipeline and revenue in collaboration with RevOps, and use data to guide investment, prioritization, and quarterly business reviews.
- Design and deliver partner enablement on Chainalysis products and how to sell them – including ICPs and use cases, sales plays, how to qualify and register opportunities, co‑sell workflows, and objection handling.
- Partner closely with Sales, RevOps, Marketing, and Product to define how channel partners fit into our core growth motions.
- Establish governance cadences with strategic partners (joint business plans, QBRs/EBRs, pipeline and performance reviews) and with internal stakeholders.
- Collaborate with Legal and Finance to structure scalable commercial frameworks and standard terms (discount/margin structures, referral or rebate mechanisms, and deal‑desk guidelines) that work across regions.
Requirements:
- Proven experience owning and scaling a channel partner motion for a technology company, including responsibility for partner strategy, program design, and execution.
- Hands‑on experience working with resellers, VARs, distributors, MSPs, and/or systems integrators as core GTM routes (not just one‑off deals).
- A track record of designing partner programs (tiers, incentives, enablement, performance metrics) that drove measurable increases in partner‑sourced revenue.
- Demonstrated people leadership experience - setting goals, coaching channel or partner managers, and holding the team accountable to outcomes.
- Strong commercial and operational acumen - comfortable with margin structures, rebate and incentive design, deal governance, and conflict resolution between direct and indirect motions.
- Experience collaborating closely with regional sales leadership and RevOps to define attribution, dashboards, and forecast processes for partner contribution.
- Strong technical acumen around blockchain technology, with the ability to quickly learn Chainalysis products and turn that knowledge into effective enablement for channel partners.
- Excellent communication skills, with the ability to influence at executive level (internally and at partners), simplify complex GTM concepts, and align multiple stakeholders on a clear plan.
Benefits:
- Offers Equity
- Offers Commission
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