Global Channel Technical Lead

Boston, MA, US

Job Description / Skills Required

About Us

Zerto is the industry’s first hypervisor-based, virtual-aware, replication solution for tier-one applications. It closes a critical gap in cloud and enterprise business continuity and disaster recovery (BC/DR). Zerto replaces traditional array-based replication and BC/DR solutions that are not built to deal with the virtual paradigm. Zerto Virtual Replication is 100% VM-aware and storage-array-agnostic, delivering the mobility and flexibility needed for virtualized infrastructure without compromising on the scalability and performance required for protecting federated production applications.

Zerto was founded in 2010 by a team of storage industry veterans. Ziv Kedem, Zerto’s founder and CEO, previously co-founded Kashya, acquired by EMC, where he developed the industry-leading, storage-based replication solution for disaster recovery.

Zerto is rapidly expanding its global presence and partner network. Zerto has dual headquarters in the United States and Israel.

Why work with our group

Zerto is at a very exciting time in the company development. This creates a dynamic and fun work environment. As a small and agile start-up, employees have the unique opportunity part of a team building the company from its early stage to becoming a great company. Zerto offers the opportunity to work with exceptional individuals as part of a hot and promising start-up, backed by tier-1 VC funds.

Zerto is offering an attractive compensation package consisting of base salary, bonus, equity participation and benefits to attract and retain individuals of the highest caliber.

Job Description

Zerto is hiring a Global Channel Technical Lead who will define the technical requirements for channel programs and service delivery. You will also be responsible for driving and executing the strategy across the channel ecosystem and own a PS enablement strategy (partner service business models).


Responsible for gathering and advocating the partner's technical requirements for new features and knowledge.
The Channel Technical Lead will align globally with the Cloud Account Managers and Channel Account Managers to create, update and deliver the partner technical enablement strategy.
Management and creation of technical enablement plans and playbooks for channel and cloud partners
Owns, monitors, reports on, and drives technical enablement activities for assigned partner base
Collaborates with the Channel SEs and field SEs in the local geography
5+ years experience working for ISV’s driving channel technical programs and enablement
Owns global technical enablement for the reseller and cloud service provider channels.
Helps drive and execute ZAP channel strategy across geographically dispersed regions
Drives technical GTM and channel awareness and assists in building out a technical – channel community
Develops and delivers (technical) enablement programs for partners to enable them to become highly effective and self-sufficient in sales and embedding of Zerto solutions, and to be well-positioned to make a strong impact as we introduce new features, products, and services
Dissemination of best practices across strategic, global and national partners (CSPs, enterprise resellers, system integrators)
support and services models, play books, technical enablement, showcasing wins
A primary point of contact / liaison between the channel and:
Product Management
Unique channel product features, limiting/contributing factors
Helps discover and capture channel features / product requirements, and geographical requirements
Identifies product feature GAPs required for global expansion
Assists marketing with technical channel positioning and competitive pressures (Veeam, VMware), play books and partner wins
Owns and assists the technical track of partner advisory boards
Documents technical training requirements back into marketing/training
Drives technical and services certifications globally
Channel Systems Engineers
Owns technical partner readiness (technical certifications) and coordinates with channel SEs on partner onboarding
Professional Services (PS partner enablement)
Primary lead to define the requirements for the PS enablement strategy (partner service business models) across the channel in collaboration with our PS Organization.
Develops and executes partner services strategy across system integrators, national partners, and global CSP and resale partners
Escalation point for critical and/or deal-blocking issues, someone to oversee/own the technical/partner success
Assists in the channel development of global support engagement models


Bachelor’s degree or higher
Experience in understanding IT related business problems and a minimum 15+ years of sales, marketing, cloud, resale, or channel experience in the technology sector.
Cloud, server, networking, datacenter, and/or backup & disaster recovery technology is a plus.
Prospect and lead generation management knowledge and skill are a plus.
Professional appearance, strong presentation and communication skills
Capable of working within a dynamic and highly distributed team environment, LinkedIn, Microsoft Office proficient
Valid driver’s license, passport for travel, reputable personal automobile
Up to 80% travel