Vice President, Channel and Partner Programs

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Mission

The Vice President, Channel and Partner Programs will lead CenTrak's Channel and Partner team, owning the strategy, structure, governance, enablement, and performance of CenTrak's partner ecosystem. This leader will design and operate a scalable partner program that increases partner-sourced and partner-influenced growth, improves partner accountability, strengthens executive-level partner relationships, and creates a consistent operating model across partner types, regions, and internal teams.

This highly visible role balances program leadership, partner enablement, channel governance, strategic relationship management, and partner-led growth. The role requires strong collaboration across US Sales, Strategic Accounts, International Sales, Sales Operations, Product, Marketing, Services, Customer Success, Legal, Finance, and executive leadership.

Overview of Role

This leader is accountable for building and leading a high-performing Channel and Partner organization focused on scalable growth, partner productivity, operational discipline, and customer value. The role owns the partner program framework, including partner segmentation and tiering, recruitment, onboarding, enablement, certification, rules of engagement, QBR cadence, performance scorecards, discount governance, and partner lifecycle management across referral, reseller, service, technical, and strategic partner models.

The role will not simply function as another sales execution seat. The Channel and Partner team will set standards, enable partners, monitor performance, improve ease of doing business with CenTrak, and drive accountability while creating clear alignment with the sales teams closest to each customer, partner, and opportunity.

Key Results / Performance Metrics

- Increase partner-sourced and partner-influenced pipeline contribution across priority partner types and regions.

- Improve partner activation, time-to-productivity, certification completion, and enablement effectiveness.

- Implement and maintain partner scorecards that measure revenue, pipeline, certifications, quality, on-time delivery, customer satisfaction, QBR cadence, and executive engagement.

- Improve partner forecast visibility and leadership confidence through consistent pipeline reviews, scorecards, and QBRs.

- Expand the partner ecosystem through recruitment and development of strategic, technical, service, regional, national/global, and referral partners aligned to growth priorities.

- Reduce channel conflict through clear governance, deal registration, crediting frameworks, and rules of engagement.

- Improve ease of doing business with CenTrak and remove bottlenecks that limit partner-led revenue growth and partner accountability.

Essential Responsibilities
Strategy and Operating Model

- Define and evolve CenTrak’s channel and partner strategy, including partner segmentation, tiering, partner value propositions, and long-term ecosystem roadmap.

- Build a unified partner operating framework with clear ownership and accountability across regions, partner types, and internal teams.

- Establish standardized rules of engagement that clarify the roles and responsibilities of Channel, US Sales, Strategic Accounts, International Sales, National Accounts, Product, and other stakeholders.

- Create a scalable channel governance model that reduces conflict, improves collaboration, and supports a consistent partner and customer experience.

- Separate program ownership, partner relationship management, and sales execution, where appropriate, so the channel organization can scale without creating unnecessary role confusion.

Partner Program and Operations

- Build and lead a centralized channel organization responsible for consistent partner management, partner communications, QBR cadence, program compliance,