Vice President, Global Channels Location: United States – Remote (35–50% travel) Company Context Nasuni is a high-growth enterprise SaaS company ($175MM ARR) entering its next scale phase, with a clear trajectory to $400M+ ARR. We are expanding our channel-first, ecosystem-driven growth strategy. This role sits at the center of that transformation. Role Overview The Vice President of Global Channels is a builder, operator, and change leader responsible for designing, scaling, and embedding a world-class global partner ecosystem. This leader will architect Nasuni’s channel strategy while actively transforming internal processes, incentives, and culture to support sustained indirect revenue growth. This role requires success in scale-stage SaaS environments—where structure exists but must be evolved, and where influence, not authority alone, drives change. What Success Looks Like (First 12–24 Months) - Establish a scalable global channel operating model across the U.S., EMEA, and UK - Increase channel-sourced and channel-influenced revenue to a meaningful percentage of total ARR - Expand a focused, tiered partner ecosystem (VARs, distributors, MSPs, GSIs, hyperscalers) - Collaborate with Alliance Team to significantly expand hyperscaler marketplace revenue motions (AWS, Azure, GCP) - Align direct sales, marketing, and customer success around a channel-first operating rhythm - Build and lead a high-performing global channels organization with clear accountability and metrics Key Responsibilities Channel Strategy & Scale - Design and execute a global channel strategy aligned to Nasuni’s growth stage and ARR targets - Balance partner recruitment with partner productivity and rationalization - Define partner segmentation, coverage models, and incentive structures Market Expansion & Ecosystem Growth - Identify vertical, geographic, and solution-led channel expansion opportunities - Build strategic alliances with hyperscalers and system integrators - Own marketplace GTM motions and co-sell strategies Revenue Ownership & Execution - Own channel pipeline generation, forecasting accuracy, and revenue outcomes - Implement data-driven performance management across the partner ecosystem Organizational Change Leadership - Lead the transition to a channel-first mindset across sales, marketing, product, and CS - Redesign internal processes, compensation models, and engagement rules to support indirect selling - Actively manage resistance and drive adoption across the organization Partner Enablement & Internal Education - Build scalable partner onboarding and enablement programs - Develop internal training programs to improve partner engagement effectiveness - Leverage enablement platforms such as Fast Lane Team Leadership - Build, mentor, and scale a global channel leadership team - Develop future leaders capable of operating at $400M+ ARR scale Leadership Attributes & Competencies The ideal candidate demonstrates: - Builder Mentality: Thrives in environments where systems are partially built and need evolution - Change Leadership: Proven ability to influence cross-functional leaders through transformation - Executive Presence: Comfortable partnering with C-suite leaders, board-level discussions, and strategic partners - Data-Driven Decision Making: Uses metrics to prioritize investment and drive accountability - Cultural Architect: Models Nasuni’s leadership principles—Unify to Win, Innovate to Lead, Level Up to Scale - Growth Mindset: Curious, adaptable, and energized by scale challenges Experience & Qualifications - 12+ years in enterprise SaaS or cloud technology sales - 7+ years leading global or regional channel/partner organizations - Proven experience scaling channel revenue in companies between ~$100M–$500M ARR - Direct ownership of VAR, distributor, MSP, and hyperscaler ecosystems - Experience leading significant GTM or organizational change initiatives - Track record of building teams and developing next-level leaders Senior Director Consideration Senior Directors with demonstrated enterprise-scale impact, multi-region ownership, and readiness to operate at executive scope are encouraged to apply. Nasuni delivers a unified data platform for enterprises facing an explosion of unstructured data, combining storage and data services into a single hybrid cloud solution. Nasuni’s approach enables business resiliency and better data management, while providing solutions that drive IT efficiency. Its best-in-class solution also eliminates the need for additional cybersecurity measures or separate backup and disaster recovery. The Nasuni File Data Platform replaces the friction associated with legacy infrastructure with optimized infrastructure flow, supporting modern enterprise expectations for data analytics and business insights. Nasuni helps businesses transform data from an obstacle into an opportunity. Guided by our leadership principles—Unify to Win, Innovate to Lead, and Level Up to Scale—Nasuni is creating the foundation for how modern businesses store, use, and unlock the value of their data in the age of AI. #LI-Remote #BI-Remote Why work at Nasuni? As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include: - Best in class employee onboarding and training - "Take What You Need” paid time off policy - Comprehensive health, dental and vision plans - Company-paid life and disability insurance - 401(k) and Roth IRA retirement plan - Generous employee referral bonuses - Flexible remote work policy - 10 Paid Holidays - Wide array of wellbeing offerings - Pre-tax savings accounts with company contributions - Great team culture and social activities - Collaborative workspaces - Free on-site fitness centers and stocked kitchens in select office locations - Professional development resources Compensation Transparency: In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate’s experience, skills, education, and work location. To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes. Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs. 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