ISV Channel & Partnerships Lead

Job Description:

At XOi, we are reimagining how the trades operate, and to support that vision, we are building a channel that expands our reach, deepens customer value, and accelerates adoption through intentional strategy, scalable programs, and the right ecosystem partnerships. We are looking for a strategic, entrepreneurial, and execution-minded channel leader to take the reins of our ISV channel motion as our ISV Channel & Partnerships Lead. This role is responsible for building and operationalizing a high-performance ISV channel, from the ground up, while ensuring that the right partners, programs, and playbooks are in place to drive sustainable, scalable growth.

This role goes beyond traditional partnerships. This role is a high-impact opportunity to architect our channel strategy, launch new routes to market, and enable technology partners to drive meaningful demand, value, and revenue. We are looking for a channel builder who leads with strategic intent - someone who can define the broader vision, align it to business goals, and just as confidently roll up their sleeves to turn strategy into action. You will build the systems, programs, and cross-functional alignment needed to scale our ISV channel with precision. You will work closely with Sales, Product, Marketing, Legal, Enablement, and our executive team to establish the channel as a true growth engine for XOi.

What You’ll Own

Channel Strategy & Roadmap

• Define the long-term ISV channel strategy, including priority partner segments, go-to-market models, and the sequencing required to grow a repeatable, scalable channel motion.

• Identify market opportunities where an ISV-driven channel can unlock net new revenue and long-term customer value.

• Establish clear objectives and success metrics for the ISV channel program.

Program Design & Execution

• Architect channel programs that support co-selling, referrals, OEM integrations, and marketplace initiatives.

• Develop and operationalize onboarding, enablement, certification, and incentive structures that drive partner engagement and performance.

• Develop scalable partner playbooks, templates, and operational models that ensure consistency in partner execution and internal alignment across XOi’s go-to-market teams.

• Build and refine the infrastructure, tooling, and processes that support repeatability and long-term channel scalability.

Partner Activation & Enablement

• Build the tools, training, and experiences that allow partners to sell, position, and support XOi with confidence.

• Work closely with the Enablement and GTM teams to scale partner education while aligning to internal standards and messaging.

• Develop campaigns and resources that activate partners throughout the sales lifecycle and accelerate time to value.

Execution & Performance Management

• Own the full lifecycle of ISV channel performance—from onboarding and activation to deal acceleration and pipeline growth.

• Lead regular pipeline reviews, forecasting, and business planning with partners and internal stakeholders.

• Deliver executive-level reporting on ISV channel performance—including influenced revenue, adoption, pipeline acceleration, and strategic milestones—to senior leadership and the Board.

Strategic Partnership Development

• Source and cultivate new ISV relationships aligned to our platform strategy and channel vision.

• Lead contract structuring and negotiations to ensure mutually beneficial outcomes and long-term alignment.

• Ensure each partnership is grounded in a strong business case and has clear, measurable goals.

• Define and implement governance frameworks for key ISV partnerships, including joint accountability models, communication cadences, and performance oversight to ensure durable, high-trust collaboration.

Cross-Functional Collaboration

• Champion the voice of the partner by translating partner feedback, market signals, and field insights into actionable inputs for Product, GTM, and broader strategic planning.

• Act as a strategic liaison between ISV partners and internal teams to ensure partner needs are continuously reflected in product roadmap, messaging, and go-to-market execution.

What You Bring

• 10+ years of experience in B2B SaaS roles focused on channel development, partner programs, or strategic go-to-market execution and at least 5 years in a channel-building capacity.

• Bonus: experience in field service management, industrial software, or construction tech.

• Demonstrated ability to design and launch channel programs that drive revenue, scale efficiently, and strengthen product-market fit.

• Experience building and leading ISV or ecosystem-driven channels—particularly those involving referral, co-sell, OEM, or marketplace models.

• Skilled in partner performance management, including setting KPIs, reporting on impact, and course-correcting based on insights.

• Strong understanding of SaaS business models, with the ability to create smart, scalable commercial frameworks that align incentives and value.

• Confident communicator and influencer, capable of aligning senior stakeholders and driving cross-functional collaboration.

• Comfortable balancing strategy and execution—you can think in systems, but you’re energized by the day-to-day hustle of building.

Why This Role Matters

We’re not just looking to “do partnerships.” We’re creating a deliberate channel motion - one that delivers value to customers, opportunity to partners, and impact at scale for the trades. This role is foundational to that vision.

At XOi, you’ll be joining a team that’s passionate about the work we do, the industries we serve, and the opportunity ahead. You’ll collaborate with smart, driven, humble people who want to build something meaningful together. If that sounds like your kind of place, let’s build.

XOi Benefits

• XOi offers a comprehensive benefits package that includes medical, dental, and health, with eligibility the 1st of the next month following your date of hire

• XOi offers a 401(k), with eligibility at 90 days

• XOi offers Discretionary Time Off

• All new employees receive a one time $500 New Hire Stipend to support any updates needed for your home office space

• All employees receive a $50/monthly stipend to be used for personal wellness and $50/ monthly stipend towards internet expenses