Senior Director, Channel & Partner GTM

This is Moderne’s first dedicated channel and partner GTM hire, a high-impact, high-visibility role reporting directly to the Chief Partnerships Officer. You will be the operational engine behind Moderne’s partner-led revenue strategy, responsible for building and executing co-sell motions with hyperscalers (Microsoft/Azure, AWS, GCP), activating SI and technology partner ecosystems, and designing the strategic GTM plans that turn partnerships into measurable, repeatable revenue.

This is an IC-first role with a clear path to building and leading a team as the partner GTM function scales.

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About Moderne

Moderne is an enterprise software company building AI-powered code intelligence and modernization technologies. Our agentic intelligence platform helps the world's largest organizations, particularly in Financial Services, Healthcare, and regulated industries, accelerate application modernization, migration, and developer productivity at scale. We're building a category-defining product in a massive market, backed by deep technical credibility, open-source leadership, and growing traction with hyperscaler and technology ecosystems.

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1. Co-Sell Execution & Revenue Acceleration

• Own the day-to-day co-sell motion with Microsoft, GitHub, and other hyperscaler field teams- building relationships with AEs, Solution Specialists, and Partner Development Managers to drive joint pipeline and deal acceleration.
• Execute structured account-level co-selling that attaches Moderne to partner metrics (Azure ACR, AI Acceleration, MACC deprecation, GitHub Copilot adoption) to ensure field seller prioritization.
• Drive partner-originated and partner-influenced pipeline targets in close collaboration with Moderne’s enterprise sales team, ensuring tight handoffs and co-close execution on joint opportunities.
• Orchestrate field-level engagement across Microsoft pillars (GPS, SE&O, GBB, STU App Innovation) and GitHub field teams to compound mutual success across overlapping accounts.
• Identify and activate regional “Get to Green” plans, underutilized MACC and ECIF funding, and marketplace transaction opportunities to accelerate near-term revenue.

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2. Strategic GTM Planning & Activation

• Define and execute partner GTM activation plans, from strategy through to revenue results, across hyperscaler, SI, and technology partner ecosystems, starting with Microsoft and GitHub.
• Operationalize Moderne’s participation in key programs such as Microsoft for Startups Pegasus, Azure Marketplace, and co-marketing/co-selling initiatives, ensuring requirements are met for program renewal and expansion.
• Design and land “Get Modern, Stay Modern” positioning within partner field teams’ existing sales motions, solution plays, and GTM moments (events, EBCs, webinars, training).
• Build and maintain a 30/60/90-day rolling execution cadence with clear milestones, pipeline targets, and success metrics tied to partner revenue contribution.
• Establish the GTM feedback loop- translating field and customer engagement insights back to Product, Marketing, and Sales leadership to continuously sharpen positioning and partner value propositions.
• Scope and pilot a “Managed Modernization” packaged offering that wraps Moderne’s technology into a turn-key solution for partner-led delivery.

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3. Partner Management & Ecosystem Development

• Build and manage joint territory and account plans with hyperscaler partner teams, aligning Moderne’s sales coverage with partner priorities and account segments (FSI, HLS, high-tech-debt enterprises).
• Own Moderne’s partner program participation end-to-end: Azure Marketplace optimization, Partner Center health and pipeline sharing, IP co-sell designation, and program compliance for Pegasus and similar programs.
• Identify, recruit, enable, and activate 3–5 SI and DevSecOps partners to build channel capacity for Microsoft’s ECIF funding programs and delivery at scale.
• Develop minimum viable partner program elements- tiering, incentives, enablement frameworks, and co-marketing alignment—to create a repeatable partner engagement model.
• Serve as the primary relationship owner for day-to-day partner operations, managing cadences, QBRs, and executive alignment across Moderne’s most strategic partnerships.
• Identify and prioritize expansion into adjacent hyperscaler ecosystems (AWS, GCP) based on learnings from the Microsoft motion, particularly through GitHub’s multi-cloud field team engagement.

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4. Cross-Functional Collaboration & Internal Enablement

• Partner closely with Moderne’s Head of Enterprise Sales to activate partner-sourced pipeline and co-sell opportunities, including aligning account segmentation, territory planning, and coverage models.
• Provide input to Sales Operations and leadership on sales tool/CRM requirements and workflow processes to ensure accurate tracking, sharing, and reporting of partner-originated and partner-influenced pipeline.
• Equip Moderne sellers with partner field sales insights, competitive intelligence, and co-sell playbooks that make partner engagement frictionless.
• Collaborate with Marketing on joint partner campaigns, SE&O GTM moments, and win celebrations that reinforce Moderne’s impact within partner ecosystems.
• Work with Product and Engineering to ensure partner integration requirements and marketplace offerings reflect customer and partner needs.

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Required

• 10+ years in enterprise software with at least 5 years in partner/channel sales, alliances, or partner GTM roles, with direct co-sell experience within the Microsoft ecosystem (GPS, ATU, STU, CSU, or equivalent).
• Demonstrated track record of personally driving partner-originated and partner-influenced revenue through hyperscaler co-sell motions, not just strategy development but execution through to closed deals.
• Deep, current knowledge of Microsoft’s sales organization structure and partner programs, including Global Partner Solutions (GPS), Azure Marketplace, ECIF/MACC funding mechanisms, and field team operating rhythms.
• Experience designing and landing GTM activation plans with measurable revenue outcomes from program definition through field execution and iteration.
• Proven ability to build relationships at multiple levels of a hyperscaler organization (field AEs to regional leadership) and translate those relationships into qualified pipeline.
• Experience working within or alongside high-growth startups/scale-ups where building from scratch, moving fast, and wearing multiple hats is the norm.

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Preferred

• Direct experience with GitHub’s partner or co-sell ecosystem, particularly joint motions involving Copilot, developer productivity, or DevSecOps solutions.
• Experience managing SI/GSI partner enablement and building channel capacity for enterprise software delivery.
• Familiarity with consumption-based and subscription-based revenue models and the nuances of driving both through partner channels.
• Experience with Microsoft for Startups, Pegasus program, or similar hyperscaler startup co-sell programs.
• Domain familiarity with application modernization, cloud migration, AI/ML developer tooling, or code intelligence platforms.
• Background in building foundational partner programs (tiering, incentives, enablement) at early-stage or growth-stage companies.
• Experience leveraging MEDDPICC, Challenger, or similar enterprise sales frameworks in a partner context.

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• Category-defining product: Our AI-powered code intelligence platform solves a massive, universal problem - legacy modernization- that every enterprise faces and that hyperscalers are desperate to accelerate.
• Greenfield opportunity: You’re building the partner GTM function from the ground up with full executive sponsorship and a clear mandate to make partnerships a primary revenue engine.
• Strategic timing: Microsoft’s aggressive push on Azure consumption and AI workloads creates a window for Moderne to become a core part of their field motion and you’ll be the one to make it happen.‍
• Path to leadership: Start as a high-impact IC with direct CPO access and build toward leading a dedicated partner GTM team as the function proves out.