Director of US Channel & VAR Partnerships, Vonage
API/CPaaS
$135.3-177.6k
This role would be part of our Commission Compensation structure and overall compensation would be based on a 60/40 split.
More information about location
Cloud-based communications APIs
Be an early applicant
Cloud-based communications APIs
1001+ employees
Be an early applicant
$135.3-177.6k
This role would be part of our Commission Compensation structure and overall compensation would be based on a 60/40 split.
More information about location
1001+ employees
Company mission
To make communications more flexible, intelligent, and personal to help enterprises stay ahead.
Role
Who you are
- Experience: 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors
- Archetype: A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem
- API & Developer Ecosystem Literacy: Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable
- Operational Rigor: Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows
- Global Mindset: Experience working within distributed teams across multiple geographies
- Education: Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience)
- You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from yo
What the job involves
- As an emerging leader in the $10B+ communications API market, we empower global brands to connect better with their customers, employees, and partners through transformative communications experiences
- For example, Vonage API solutions empower organizations to build their custom omnichannel communications structure
- This allows them to reach and engage customers on their preferred schedule and channel — including voice, video, and messaging
- Think of a rideshare service instantly connecting with customers, hospital staff conducting remote monitoring, customers verifying their identity before completing a purchase, AI virtual agents servicing customers around the clock, and much more
- Vonage is seeking a US-based strategic, growth-oriented, and process-driven Director of Global Channel & VAR Partnerships to architect, launch, and scale our new Value Added Reseller (VAR) ecosystem
- Historically, Vonage’s API business unit has driven market dominance through strategic hyper-scalers, Global Systems Integrators (GSIs), and Tier-1 Communication Service Providers
- To capture the massive mid-market and regional opportunities, we are launching an entirely new, programmatic VAR channel archetype
- As the foundational leader of this initiative, you will transition our partnership motion from high-touch relationship management to a 1-to-many, high-velocity revenue engine
- You will be responsible for defining the global program framework, accelerating partner time-to-first-deal (TTFD), and commercializing our core API pillars through regional and boutique resellers worldwide
- As this is a new category for our partner business we will be focusing on US VAR’s to begin with
- Expansion to other countries will occur once the US model has been proven
- Design the Blueprint: Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams
- Productize the API Portfolio: Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize:
- Communications & Trust: Messaging APIs (SMS, WhatsApp, RCS), OTP, and MFA solutions
- High-Value Engagement: Programmable Voice and Video APIs
- Network Intelligence: Next-gen CAMARA/Carrier APIs for fraud mitigation, identity verification, and location-based services
- Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration
- Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft)
- Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days
- Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore)
- Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios
- Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership
Our take
According to Vonage, technology should make business communication easier, but it currently makes it more complicated due to the various communication platforms that users need to spend time learning how to use. Moreover, users often realize that the platform is not the right choice for them after wasting a lot of time understanding how to navigate it. Vonage aims to change this by providing enterprises with a flexible cloud communications platform that simplifies business communication.
Vonage offers a unified communications solution that is easy to understand and use every day. The platform integrates communication via voice, messaging, video, and data and gives clients the flexibility to choose from a wide range of tools and integrations or to create new ones using Vonage's APIs.
Following its acquisition by Ericsson - a multinational networking and telecommunications company - Vonage has been focused on expanding its presence in wireless enterprises and broadening its global offerings. As part of this, it recently announced a collaboration with AWS, to integrate Amazon Nova Sonic with the Vonage Voice API. This collaboration further strengthens Vonage;'s position in the rapidly growing AI-driven communications market and lays the groundwork for accelerated innovation and global growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
-2% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2005
$200m
SERIES E
Aug 2004
$105m
SERIES D
Total funding: $372m
Company benefits
- Medical, Dental, & Vision Coverage
- Paid Time Off
- Tution Reimbursement
- Retirement Plan
- Maternity/Paternity Leave
- Health Savings Account
- Legal Plan
- Auto, Home, & Pert Insurance
- And More!
Company HQ
Holmdel, NJ
Leadership
Niklas Heuveldop
(CEO)Niklas has been part of Ericsson since 2005, joining as a VP of Sales American Business Unit Networks. Since then, he has held numerous roles and became the CEO of Vonage and Head of Business Global Communication Platforms in 2024.
Pam Hehn Schroeder
(CFO)Pam has been part of Ericsson since 2001, joining as a Finance Leader, REgions, Broadband & Media Accounts. Since then, she has held a number of roles and became CFO of Vonage in 2024.
Neelam Sandhu
(CMO)Neelam joined Vonage as CMO in 2025. Prior to this, she spent 15 years at BlackBerry as CMO and CCO.
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