Vice President of Channel Programs

Mattermost provides secure, workflow-centric collaboration for technical and operational teams that need to meet nation-state-level security and trust requirements. We serve technology, public sector, national defense, and financial services industries with customers ranging from tech giants to the world’s largest banks, to the U.S. Department of Defense and governmental agencies around the world.

Our self-hosted and cloud offerings provide integrated workflow automation, AI-acceleration, ChatOps with team messaging, audio calling and screen share on an open core platform vetted and deployed by the world’s most secure and mission critical organizations.

We co-build the future of collaboration with over 4,000 open source project contributors who’ve provided over 30,000 code improvements towards our shared product vision, which is translated into 20 languages.To learn more, visit www.mattermost.com

We are looking for an experienced Vice President of Channel Programs to lead our efforts in building and optimizing our partner ecosystem. The role will be responsible for developing and executing a comprehensive strategy to expand and enhance Mattermost's global partner ecosystem. This individual will lead channel programs, partner marketing, and enablement efforts to drive new business through indirect sales channels. The ideal candidate will work cross-functionally with sales, marketing, product, and operations teams to ensure our partners and sales team are empowered. This position reports directly to CMO.

Responsibilities:

• Channel Strategy & Leadership: Develop and implement a global channel partner strategy that aligns with Mattermost's growth objectives, focusing on recruiting, enabling, and scaling global partnerships.
• Partner Program Development: Build and manage a world-class channel partner program, defining partner tiers, incentives, enablement, and support systems to drive high levels of partner engagement and revenue.
• Enablement and Training: Work with cross functional teams to guide the development and execution of robust training, certification, and enablement programs for partners, equipping them with the tools and knowledge to effectively sell and implement Mattermost.
• Collaborative Go-to-Market Planning: Partner with marketing, sales, and product teams to create go-to-market initiatives that accelerate partner-driven pipeline growth and align with our sales objectives for critical sectors (defense, intelligence, critical infrastructure).
• Partner Relationship Management: along with sales, establish and maintain executive-level relationships with key partners, serving as the primary point of contact to ensure ongoing collaboration and success.
• Metrics and Performance Tracking: Define success metrics, regularly report on channel partner and field enablement KPIs, and continuously optimize programs to increase partner-driven revenue and customer acquisition.
• Channel Marketing Support: Work closely with the marketing team to develop co-marketing programs, joint content, and events that generate demand and increase visibility for Mattermost solutions within partner ecosystems.
• New Product Launches: Collaborate with product marketing to ensure partners are aligned with product roadmap developments, effectively positioning existing and new offerings.

Requirements:

• 10+ years of experience in channel management, partner programs, or field enablement, preferably within B2G, B2B software, SaaS, or technology space.
• Proven track record of building and scaling partner ecosystems, with measurable success in driving partner-driven revenue growth.
• Deep understanding of the defense, intelligence, and critical infrastructure sectors, with experience building channels in high-security or mission-critical environments being highly desirable.
• Strong leadership and team-building skills, with the ability to collaborate cross-functionally and influence at all levels.
• Demonstrated experience in developing and executing training and enablement programs that drive results.
• Ability to work in a fast-paced, dynamic environment with a focus on growth and innovation.
• Excellent communication and presentation skills, with the ability to engage with C-suite executives both internally and externally.
• Strong analytical skills, with experience in developing metrics and dashboards to measure program effectiveness and ROI.
• Bachelor's degree required, MBA desirable.