Global Channel Partnerships Manager

What is it really like to work here?

HorizonIQ is an IT infrastructure as a service (IaaS) company.  We provide our customers with private cloud and dedicated server solutions that are the foundation of their business.  Our internal team of experts can also help customers manage this infrastructure on their behalf.  Our global operations span three continents where we support over 1,000 customers.

Heading into 2025, our company has a renewed focused on growth.  2024 brought us a whole new brand identity along with a bevy of new products.  In 2025, we’re investing in our people and our core technology to cultivate a culture that’s built on transparency, accountability, and growth. 

The people who thrive at HorizonIQ are naturally curious and are driven toward self-improvement.  Employees are given a lot of leeway to do their jobs and are expected to take ownership of their work.  We’re a company that puts our egos aside and we work together toward solving the most critical customer problems.  We are always looking for ways to improve how we work and are looking for colleagues that will challenge us to better ourselves.  This way of working provides employees growth opportunities that may not be available in similarly sized companies with a more formal structure.

What will you do?

You will own and be responsible for alternative channels of customer acquisition as a primary source of new revenue.  This includes cultivating relationships with IT advisory/consulting companies, data center providers, network carriers, and IT service providers with the goal of adding them to our list of channel partners.  Some of our largest customers were referred to us by our channel partners, however we have not had a dedicated person responsible for cultivating these channel relationships in the past few years.  In this role, you will:

• Identify potential channel partners in the IT infrastructure space that will produce high quality leads for our Sales Team and ultimately lead to new revenue opportunities.  
• Develop and implement a comprehensive strategy to cultivate relationships with these channel partners to ensure that HorizonIQ is top of mind when they speak with their end customers.
• Identify and attend key industry events where discussions with key decision makers can happen.
• Work closely with our existing vendors to integrate HorizonIQ into their marketplaces, negotiate market development funds to extend our reach, and determine how/where we can become a solutions provider on their platforms.
• Collaborate with the Marketing Team to create talking points and external collateral to facilitate discussions with current and potential channel partners.
• Collaborate with the Product Team to provide feedback and areas for improvement within our product portfolio.
• Become a trusted member of the Sales Team to develop and execute on joint Partner/Sales strategy, own opportunity execution with Partners, leverage Partner programs, and coach Partners on strategy and best practices.
• Monitor and regularly report to senior management on the progress of partnership initiatives and market trends.

What will make you successful in this role?

We are all different, yet we will use our unique contributions to serve our customers.  We seek individuals with these qualifications:

• An ability to work autonomously.  While you’ll receive plenty of support and clear goals to strive for, the person in this role needs to be proactive and self-sufficient.
• Strong time management skills with an ability to prioritize tasks and meet deadlines consistently.
• You can do more with less.  To start, you’ll be the sole channel person, so you’ll have purview over the entire channel program.  Creating an effective channel lead engine by working mostly independently is critical.
• Effective communications skills as you will be interacting with a wide variety of individuals including company executives, customers, CS/Sales colleagues, third party partners, and more.  Communication skills include giving presentations and hosting events.
• Not afraid to share your opinions but also open to changing your opinions when presented with other information and/or viewpoints.
• Understands not only how to manage a channel budget, but also how to effectively use this investment to drive business outcomes.
• Experience cultivating relationships with a variety of different partner companies.
• Previous track record of driving tangible customer and revenue growth.
• Deep understanding of the metrics that are indicative of a successful channel engine.
• Although not a technical role, our products can be complex.  You need to be able to understand how they work at a high level and be able to succinctly explain these to external individuals.
• An ability to travel to industry events as needed.

What will make you standout?

• At least 5 years of channel partnership experience with a proven track record of new revenue creation.
• Previous experience in the IaaS industry with knowledge about private cloud and bare metal server products.  Knowledge about the data center colocation business is a bonus.
• Previous experience hosting industry events.
• Established list and plan of potential partners you would target if you were in this role.

What will you be able to accomplish?

This is a highly visible role that offers considerable growth opportunities which will allow you to:

• Have complete ownership of our channel program from the ground up.  You will shape how HorizonIQ interacts with the channel community.
• Play a large factor in revenue growth for 2025 and beyond.
• Establish how we define and track key metrics related to measurement of the channel program’s success.
• Work internally to craft HorizonIQ’s message to the channel community.
• Help design and host events that raise HorizonIQ’s brand awareness.
• Present to HorizonIQ executives on the state of the channel program.

Who will you work with?

• Head of Product and Marketing – you will report to this person.  They are a member of the senior leadership team.
• Sr. Marketing Manager – responsible for coordination of marketing activities.
• New Logo Account Executive – responsible for new customer acquisition.
• CEO – provide updates on the state of the channel program and discuss strategies for new partnerships.

What does the interview process look like?

• Initial phone screen with HR (30 minutes).
• Video interview with hiring manager (45 minutes).
• Video interview with the CEO (45 minutes).
• Final interview with the hiring manager (30 minutes).

What is the compensation for this position?

Pay is based on several factors including market location, qualifications, skills, and experience.

• Base salary range:  $125k to $145k
• On target earnings (OTE):  $200k to $220k