VP - Strategic Partnerships & Channel Sales

<p>Forward Networks is transforming how the world’s most complex networks are managed and secured. Founded in 2013 by four Stanford Ph.D.s, we built the industry’s first network digital twin — a mathematically precise model of the production network that gives IT teams unmatched visibility, verification, and agility across every major cloud and vendor environment.</p> <p>Our customers include global leaders such as Goldman Sachs, PayPal, S&amp;P Global, IBM, and Dell, as well as fast-growing enterprises and government agencies. According to IDC, Forward Networks customers realize an average of $14.2 million in annual benefits through improved efficiency and security.</p> <p>Backed by world-class investors including Andreessen Horowitz, Goldman Sachs, MSD Partners, and Threshold Ventures, Forward Networks offers a people-centric, innovative culture where brilliant minds are shaping the future of network reliability, security, and AI-ready operations.</p> <h2><strong>The Role</strong></h2> <p>We're looking for our first VP of Strategic Partnerships &amp; Channel Sales to design, launch, and scale Forward's partner ecosystem from the ground up. You will be responsible for designing,&nbsp; building, and scaling a world-class partner ecosystem that includes Managed Service Providers (MSPs), System Integrators, Commercial &amp; Government Resellers, Technology and Strategic Partnerships.</p> <h2><strong>What You'll Do</strong></h2> <ul> <li><strong>Architect our MSP/Systems Integrator strategy.</strong>&nbsp; Develop and execute partnerships with MSPs &amp; Systems Integrators to ensure Forward is the preferred autonomous networking solution to support their customers.&nbsp;</li> <li><strong>Lead our global channel strategy</strong>. Ensure that regional resellers and distributors are equipped with the technical and sales resources needed to identify and&nbsp; close "Land &amp; Expand" opportunities.</li> <li><strong>Develop strategic partnerships with key technology companies. </strong>&nbsp;Identify and cultivate relationships with complementary&nbsp; technical partners that supports product integrations and drives incremental revenue.&nbsp;</li> <li><strong>Establish C-level relationships across top partners </strong>and act as the executive face of Forward within our partner ecosystem</li> <li><strong>Design &amp; manage our partner program.</strong> Build the foundations from scratch — tiering, margins and incentives, deal registration, co-sell motions, enablement, and the tooling needed to run it. Build partnerships where their teams can both sell and deliver our technology.</li> <li><strong>Drive revenue.</strong> Partner closely with sales to drive sell-to and sell-through opportunities. Ultimately, own a partner-sourced and partner-influenced pipeline number and the closed revenue that follows</li> <li><strong>Work cross-functionally.</strong> Work with Product, Sales, Operations, Finance &amp; Marketing on various activities including partner-ready packaging, co-marketing and lead-gen, co-selling rules of engagement and partner enablement.&nbsp;</li> </ul> <h2><strong>What We're Looking For</strong></h2> <ul> <li><strong>12+ years in channel/partner sales, with at least 6+ years in leadership,</strong> including hands-on selling, not just program management.</li> <li><strong>Proven experience build the channel &amp; partner function</strong> — you've built or substantially scaled a channel &amp; partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on.</li> <li><strong>Consistent performance against partner</strong> <strong>goals </strong>for revenue, pipeline generation and closed won conversion rates.</li> <li><strong>An existing network</strong> of relevant partners and connections in your ecosystem that you can leverage across MSPs, Systems Integrators, Resellers and technology partners</li> <li><strong>Builder / Architect mentality</strong> — You can move seamlessly from strategy to execution, driving real outcomes in the field. You bring the urgency, ownership, and accountability required to transform a partner&nbsp; function into a growth engine</li> <li><strong>Strong cross-functional collaboration</strong> with product, marketing, and direct sales.</li> <li><strong>Excellent communication</strong> — credible with both a partner's CEO and their reps in the field.</li> </ul> <h2><strong>Nice to Have</strong></h2> <ul> <li>Experience in Networking or Security tools.</li> <li>Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM).</li> <li>Experience navigating channel conflict in a company running both direct and indirect motions.</li> </ul> <p>The expected On-Target Cash Earnings for this role is between $390,000-$420,000 per year. Within this range, individual pay is determined by several factors including but not limited to, job-related skills, work experience, and relevant education/training'</p>