Director, Channel Partnerships

The Business Development & Partnerships team plays an important role in our go‑to‑market strategy by building and scaling the ecosystem that surrounds Chainalysis - from technology alliances and services partners to system integrators and resellers. The team is responsible for identifying and developing inorganic growth opportunities, unlocking new routes to market, and fostering a diverse partner ecosystem that amplifies our reach while making it easier for customers to buy and deploy Chainalysis. The Director, Global Channel Partnerships will design and lead our global channel partner strategy and team. We’re building a structured, global channel program with a focus on enabling resellers, VARs, distributors, MSPs, and systems integrators to extend our reach into key customer segments. This role will be foundational to how we scale indirect revenue across regions. IN THIS ROLE, YOU’LL: - Build and execute the global channel strategy and program for Chainalysis, with a primary focus on resellers, VARs, distributors, MSPs, and SIs that extends our reach across target markets across crypto, financial services and public sector industries. - Develop and roll out a scalable channel partner program (tiers, requirements, benefits) that incentivizes partners to source, influence and close new business. - Hire, lead, and develop a small team of regional channel managers across the Americas, EMEA, APAC who will own day‑to‑day execution with local partners. - Define and track partner-sourced and partner‑influenced pipeline and revenue in collaboration with RevOps, and use data to guide investment, prioritization, and quarterly business reviews. - Design and deliver partner enablement on Chainalysis products and how to sell them – including ICPs and use cases, sales plays, how to qualify and register opportunities, co‑sell workflows, and objection handling. - Partner closely with Sales, RevOps, Marketing, and Product to define how channel partners fit into our core growth motions. - Establish governance cadences with strategic partners (joint business plans, QBRs/EBRs, pipeline and performance reviews) and with internal stakeholders. - Collaborate with Legal and Finance to structure scalable commercial frameworks and standard terms (discount/margin structures, referral or rebate mechanisms, and deal‑desk guidelines) that work across regions. We’re looking for candidates who have: - Proven experience owning and scaling a channel partner motion for a technology company, including responsibility for partner strategy, program design, and execution. - Hands‑on experience working with resellers, VARs, distributors, MSPs, and/or systems integrators as core GTM routes (not just one‑off deals). - A track record of designing partner programs (tiers, incentives, enablement, performance metrics) that drove measurable increases in partner‑sourced revenue. - Demonstrated people leadership experience - setting goals, coaching channel or partner managers, and holding the team accountable to outcomes. - Strong commercial and operational acumen - comfortable with margin structures, rebate and incentive design, deal governance, and conflict resolution between direct and indirect motions. - Experience collaborating closely with regional sales leadership and RevOps to define attribution, dashboards, and forecast processes for partner contribution. - Strong technical acumen around blockchain technology, with the ability to quickly learn Chainalysis products and turn that knowledge into effective enablement for channel partners. - Excellent communication skills, with the ability to influence at executive level (internally and at partners), simplify complex GTM concepts, and align multiple stakeholders on a clear plan. Nice to have experience: - Background partnering within crypto, financial services, public sector, or cybersecurity industries. - Experience with PRM / deal registration tools and account mapping platforms - Experience building channels in an environment where direct sales and indirect routes to market must coexist and be carefully governed. - Comfort working across time zones with EMEA and APAC. About Chainalysis Blockchain technology is powering a growing wave of innovation. Businesses and governments around the world are using blockchains to make banking more efficient, connect with their customers, and investigate criminal cases. As adoption of blockchain technology grows, more and more organizations seek access to all this ecosystem has to offer. That’s where Chainalysis comes in. We provide complete knowledge of what’s happening on blockchains through our data, services, and solutions. With Chainalysis, organizations can navigate blockchains safely and with confidence. You belong here.  At Chainalysis, we believe that diversity of experience and thought makes us stronger. With both customers and employees around the world, we are committed to ensuring our team reflects the unique communities around us. We’re ensuring we keep learning by committing to continually revisit and reevaluate our diversity culture. We encourage applicants across any race, ethnicity, gender/gender expression, age, spirituality, ability, experience and more. If you need any accommodations to make our interview process more accessible to you due to a disability, don't hesitate to let us know. You can learn more here https://go.chainalysis.com/rs/503-FAP-074/images/Interview%20Accommodations%20Request.pdf. We can’t wait to meet you.