About The Role

Join Forward as our first VP of Strategic Partnerships & Channel Sales. In this role, you will design, launch, and scale our partner ecosystem, including Managed Service Providers, System Integrators, and technology partnerships. You will lead our global channel strategy, develop strategic partnerships, and drive revenue. This is an opportunity to make a significant impact in an early-stage company with plenty of growth potential.

Design, build, and scale a world-class partner ecosystem that includes Managed Service Providers (MSPs), System Integrators, Commercial & Government Resellers, Technology and Strategic Partnerships.
Develop and execute partnerships with MSPs & Systems Integrators to ensure Forward is the preferred autonomous networking solution to support their customers.
Lead the global channel strategy, ensuring that regional resellers and distributors are equipped with the technical and sales resources needed to identify and close "Land & Expand" opportunities.
Consistent performance against partner goals for revenue, pipeline generation and closed won conversion rates
Proven experience build the channel & partner function — you've built or substantially scaled a channel & partner function, ideally at a startup or small team where you didn't have existing playbooks or tooling to lean on
Builder / Architect mentality — 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 function into a growth engine
Strong cross-functional collaboration with product, marketing, and direct sales
An existing network of relevant partners and connections in your ecosystem that you can leverage across MSPs, Systems Integrators, Resellers and technology partners
12+ years in channel/partner sales, with at least 6+ years in leadership, including hands-on selling, not just program management
Excellent communication — credible with both a partner's CEO and their reps in the field
Experience in Networking or Security tools
Familiarity with PRM and channel tooling (e.g., Crossbeam, PartnerStack, Salesforce PRM)
Experience navigating channel conflict in a company running both direct and indirect motions

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