Director of Channels
Department: Sales
Reports To: Head of Sales
Location: New York, NY or Washington, D.C. Metro Area
Classification: Full-Time, Exempt
Estimated Compensation Range: $180k-225k
Focus: Own channel ecosystem of cloud hyperscalers, government resellers/primes, and other federal solution partners to accelerate FedRAMP adoption.
About Knox
Knox runs the largest Federal managed cloud, building and operating secure cloud and AI environments that support the U.S. government’s most critical missions — from national security and public safety to essential public services. Our customers rely on Knox to deploy production systems that meet the highest standards for security, reliability, and compliance.
Work at Knox is high-impact and purpose-driven. The problems we solve are high-stakes, the expectations are high, and the results are visible. Speed, rigor, and trust matter here - because the environments we secure cannot fail. Your contributions are visible, your expertise is relied upon, and the impact of your work is immediate and measurable. We operate at federal scale, securing some of the most sensitive government environments in the country - because the systems we build must perform without fail.
The Role
Knox Systems is seeking a strategic and dynamic Director of Channels to lead and expand our ecosystem of hyperscaler and Prime, VAR, and SI channel partners. This leadership role will be responsible for accelerating Knox's FedRAMP adoption strategy by enabling cloud hyperscalers (AWS, Azure, GCP) and government resellers/primes (e.g., Carahsoft, GDIC, SAIC, and other federal solution partners) to drive customer transformation and compliance outcomes. You will shape and execute strategic channel initiatives that increase partner-influenced pipeline, expand joint go-to-market efforts, and deepen Knox's visibility and traction across public sector and enterprise markets.
Responsibilities
Lead strategic partnerships with AWS, Google Cloud, and Microsoft Azure alliance and field sales teams to drive adoption of Knox's FedRAMP-aligned solutions across hyperscaler customer bases.
Define and operationalize joint go-to-market plans, co-sell motions, marketplace positioning, referral models, and enablement programs that align Knox with hyperscaler priorities.
Cultivate executive sponsorships and maintain senior-level relationships across hyperscaler partner organizations to maximize collaboration and deal velocity.
Serve as the internal hyperscaler subject-matter advocate and escalation point for cross-functional execution spanning sales, product, and marketing teams.
Build and scale Knox's federal and public-sector indirect channel motion with key government partners such as Carahsoft, DGIC, SAIC, other GSA schedule holders, and system integrators.
Partner with channel organizations to identify target accounts, articulate value propositions tied to FedRAMP success, and co-deliver solution engagements.
Establish structured partner programs, enablement playbooks, certifications frameworks, and performance KPIs that drive measurable partner-influenced revenue.
Lead quarterly business reviews, partner scorecards, and pipeline forums to maintain strong partner engagement and accountability.
Shape channel strategy in partnership with sales, marketing, and product leadership to ensure alignment on priority segments (e.g., federal agencies, defense, civilian agencies).
Evangelize Knox's value across the channel ecosystem—represent the company at hyperscaler and government tech events, industry forums, and executive briefings.
Monitor competitive landscapes, emerging partner models, and market trends to refine partner-focused strategies and ensure Knox remains differentiated.
Required Qualifications
5+ years of progressive experience in channel development, alliance management, or partner sales leadership within cloud-centric enterprise technology companies.
Proven track record of driving partner-sourced or partner-influenced revenue, preferably with cloud hyperscaler partners (AWS, Azure, GCP)
Demonstrated success working with government integrators/primes (Carahsoft, SAIC, DGIC, etc.) or public-sector channel ecosystems.
Experience negotiating channel agreements, co-sell frameworks, and joint-value programs with strategic partners.
Exceptional relationship building and executive presence, with ability to engage C-suite and senior partner stakeholders.
Strategic thinker with strong business acumen and a results-oriented mindset.
Cross-functional collaboration skills—capable of aligning sales, product, services, and marketing teams around joint partner outcomes.
Excellent communication, negotiation, and presentation skills.
Bachelor's degree in Business, Technology, Marketing, or related field; MBA or advanced degree preferred.
Willingness to travel (domestic and occasional international) to partner briefings, hyperscaler summits, federal trade shows, and executive meetings.
Success Metrics
Net new partner-influenced pipeline and revenue attributed to hyperscaler and federal partners.
Health and growth of partner ecosystem measured through partner satisfaction, joint engagements, and co-sell velocity.
Number and impact of co-developed go-to-market campaigns, marketplace placements, and compliance-focused initiatives.
Hiring Requirement: Due to the nature of our work with federal government clients and compliance with applicable regulations, this position requires U.S. citizenship. Candidates must be able to provide documentation verifying U.S. citizenship status as part of the background check process.
Any offer of employment is contingent upon the successful completion of all required pre-employment screenings, including a background check, in accordance with applicable laws and government contract requirements.
Benefits & Perks
Knox offers a competitive employee benefits package including Medical, Dental, Vision, Life & Disability, unlimited PEO, and an employee funded 401k plan. Please note, benefits are subject to change.
We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other legally protected status.
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