[Hiring] Director, Channel & Field Marketing @8x8

Role Description

Channel is at the heart of 8x8. Our partner values are relationships, readiness, and revenue, and North America is the largest source of partner revenue. The Director, North America partner and field marketing owns the strategy, budget, and execution for partner marketing, regional field marketing, and 8x8's major industry tradeshows across the region.

You will lead a team of channel marketing and field marketing managers, working hand in hand with sales, channel, and demand generation leaders. You will turn partner and field programs into measurable pipeline and bookings, and make 8x8 the easiest partner to sell with. You are a hands-on strategic leader who sets direction, develops people, and holds programs to clear revenue goals.

Responsibilities

• Own the North America partner and field marketing strategy, annual plan, and budget, aligned to the regional go-to-market plan and pipeline targets.
• Lead and develop a team of channel marketing managers, field marketing managers, and contractors. Own priorities, performance management, and team structure.
• Build and manage marketing relationships with strategic partners, including technology solution distributors (TSDs), agents, resellers, and system integrators. Create joint marketing plans that drive demand and incremental revenue.
• Drive programs that recover and grow TSD pipeline, increase partner-sourced pipeline, and recruit new partners.
• Own the strategy and execution for all major North America industry tradeshows and conferences, including event selection, sponsorship negotiation, budget, booth and meeting strategy, speaking opportunities, pre-event promotion, and post-event follow-up.
• Set clear ROI goals for every event. Measure pipeline, bookings, and cost per opportunity, and shift investment to what works.
• Lead regional field marketing, including integrated campaigns, executive events, roadshows, and account-based programs that create net-new opportunities and accelerate existing ones.
• Manage the market development funds (MDF) program and planning process. Keep partner investments tied to results.
• Partner with channel sales, field sales, and BDR leaders to align activation plans to sales outcomes.
• Work with demand generation, content, product marketing, and brand teams so partner and field campaigns share consistent messaging and the customer is the hero.
• Run partner enablement and communication, including campaign toolkits, the PartnerXchange portal, webinars, and partner meetings.
• Report on performance, budget, and ROI to marketing and executive leadership on a regular cadence.
• Use AI-enabled tools to improve efficiency, insight, and collaboration across the team.

Qualifications

• Bachelor's degree in marketing, business, or a related field.
• 7+ years in partner, channel, or field marketing, preferably in SaaS, telecom, or the IT channel, including experience leading a team.
• Proven results running tradeshow and event programs at scale, including major industry events and sponsorships.
• Experience in the telecommunications industry, with direct experience working with technology solution distributors (TSDs) to build programs, drive partner-sourced pipeline, and grow revenue.
• Experience working with agents, resellers, and MSP or SI partners.
• Strong understanding of enterprise sales cycles, the buyer's journey, and the channel business model.
• Strong financial skills, including budget ownership, MDF management, and ROI analysis.
• Metric-driven, with the ability to draw insight from complex marketing data.
• Proficiency with Salesforce, Marketo, and Google Workspace or Microsoft Office.
• Excellent communication and influence skills, with the ability to work with executives, sales leaders, and partners.
• Strategic, positive, and energetic, with a fail-fast mindset and a strong work ethic.
• Ability to travel up to 30% for tradeshows, partner meetings, and field events.

Requirements

• 7+ years in partner, channel, and field marketing, including experience leading a team.
• Ability to travel up to 30% for tradeshows, partner meetings, and field events.

Benefits

• Base pay range: $173,200.00 - $259,800.00.
• Potential for discretionary merit increases, bonuses, and/or stock.
• Opportunity to earn sales variable compensation incentives based on the terms of the plan and the employee’s role.