Senior and leading · Partners and channel · also called VP Channels, Head of Partnerships
Channel or Partnerships Director
Owns the partner strategy: which partners, which programmes, which rules.
No credential gets anyone a job or a salary, and ASTRA does not promise either. An ASTRA credential attests that the holder passed an examination; it does not certify performance in a job. External programmes and certifications are listed because people in these roles commonly hold them. ASTRA is not affiliated with their issuers and does not endorse them; names are trademarks of their owners. Details change, so check the issuer's site before you buy. Last reviewed 12 October 2026.
What you do
- Design partner tiers, incentives and rules of engagement
- Negotiate vendor and alliance agreements
- Run partner-sourced forecast
- Govern what partners may promise on your behalf
What you need to be able to show
- Partner economics at portfolio level
- Authority boundaries written into programmes
- Vendor relationship management
- Conflict resolution
Where ASTRA fits
Integrating architecture, economics, assurance, AI governance, discovery, channel boundaries and rollout into a defensible recommendation. 56 questions across 8 cases · 120 minutes.
The ASTRA Tech Sales Advisor covers channel boundaries as one of its domains; the ASTRA Tech Sales Associate works as a baseline for partner managers.
Also relevant: ASTRA Tech Sales Associate
Credentials people in this role commonly hold
- Vendor partner sales accreditations · Cloud and software vendors through their partner programmes (for example AWS, Microsoft, Google Cloud, Cisco) · Usually free through your employer
Vendor-specific selling knowledge required to keep partner status. Usually free to partner staff. - Sales leadership and management programmes · Business schools, vendors' partner executive programmes, employers · Cost varies
Forecasting, coaching, hiring and territory design. Track record matters more than any certificate at this stage.