Head of Channel Partnerships
Hybrid
Full Time
#Sales
#Channel Partnerships
#Salesforce
#CRM
#MEDDPICC
Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.
Role: Head of Channel Partnerships
Department: Sales
Location: NYC, Atlanta, LA or London
Reports into: SVP Sales (based in LA)
ABOUT THE ROLE
Disguise is looking for an ambitious and driven individual to head up our global channel partner and alliances program. This leader will design, build, and manage a world-class channel ecosystem to drive significant incremental revenue, strengthen our presence in key markets, and open new pathways for growth across verticals like live entertainment, broadcast, film/TV, sports/venues, corporate experiences, and immersive installations.
WHAT YOU WILL DO:
Channel Partnerships
- Identify, recruit, and onboard high-impact channel partners in priority regions and verticals (e.g., AV integrators, broadcast resellers, live events specialists, systems integrators).
- Define clear partner tiers and value propositions, ensuring alignment with Disguise’s strategic objectives.
- Build joint business plans and go-to-market programs with partners to accelerate pipeline creation and deal conversion.
- Maintain strong executive-level relationships with partner stakeholders, ensuring alignment on strategy, targets, and execution.
- Provide ongoing partner enablement through training, certification programs, product roadmaps, and marketing toolkits.
- Negotiate partnership agreements and commercial terms, balancing profitability with long-term growth.
Strategic Impact
- Partner with regional sales leadership to align direct and indirect revenue strategies, ensuring healthy channel contribution to global targets.
- Establish KPIs and performance dashboards to measure partner success, track revenue contribution, and identify growth opportunities.
- Leverage insights from CRM and partner data to optimize the partner mix, expand coverage, and maximize ROI.
- Collaborate with Marketing to design and execute co-branded campaigns, industry events, and joint customer case studies that elevate Disguise’s profile.
- Act as the internal champion for the channel, ensuring cross-functional teams (Product, Marketing, Customer Success, Sales) are engaged in partner success.
Leadership & Growth
- Define and scale a repeatable global partner program, including certification, incentives, and tiered benefits to reward performance.
- Drive innovation by identifying new categories of partners (e.g., technology alliances, SaaS platforms, regional distributors) to expand market access.
- Mentor internal teams to strengthen channel management capabilities and ensure best practices are embedded globally.
SKILL, BEHAVIOURS & VALUES:
- 6+ years experience in a high growth sales environment
- Demonstrated success in building and scaling global channel partner programs in the technology industry, preferably across hardware, software, and services
- Experience creating training, certification, and incentive programs that drive measurable pattern performance
- Strong ability to use data/analytics to evaluate partner ROI, optimize performance, and inform strategy
- Experience working within sales methodologies (MEDDPICC, value selling)
- Strong experience with CRM/reporting tools (Salesforce, Clari, Salesloft, etc.)
- Demonstrable ability to communicate, present and influence credibly at all levels of an organisation (including C-Level)
- Proven experience building in-depth relationships across multiple stakeholders within an organisation
About Disguise
Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment.
Don’t Disguise your differences.
Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere.
Our values
- Honest. We are real with ourselves and our clients and share our ideas with openness and transparency.
- Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
- Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
- Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
- Belong. We create an environment where everyone feels like they belong and is empowered to do their best work.
Our benefits
- We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
- Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
- Hybrid working between home and our offices (dependent on role and location)
- Mental health and wellbeing support - subscription to the Calm app, mental health first-aid buddies, employee assistance programmes
- Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
- Belonging policies - including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
- Training, coaching & mentoring
