Clearfield
Vice President, Distribution Channels & Strategic Partnerships
Clearfield, Minneapolis, Minnesota, United States, 55400
Vice President, Distribution Channels & Strategic Partnerships
Job Title:
Vice President, Distribution Channels & Strategic Partnerships POSITION OBJECTIVE:
A strategic and results-driven
Vice President of Distribution Channels & Strategic Partnerships
to lead the expansion of our partner ecosystem and indirect go-to-market strategy across Clearfield’s core and emerging market segments. This executive will drive revenue growth and market penetration by building strong alliances with distributors, integrators, engineering firms, and other ecosystem partners. As a key member of the leadership team, the VP will shape how our fiber connectivity solutions are deployed across public and private networks, enabling communities, municipalities, and enterprises to access the infrastructure necessary for digital transformation. This is a rare opportunity to take a leadership role at the intersection of growth, innovation, and collaboration. If you’re passionate about building partnerships that transform markets, we want to hear from you. POSITION RESPONSIBILITIES Design and lead a comprehensive channel strategy that accelerates adoption of our fiber connectivity products and solutions. Expand and optimize a network of value-added resellers (VARs), distribution partners, contractors, and OEM integrators aligned with FTTx deployments. Oversee channel partner enablement including technical training, certifications, co-marketing, and sales tools to maximize partner performance. Development of a comprehensive and balanced channel strategy that supports core broadband market expansion and emerging markets development. Lead the development and execution of channel partner contracts, establishing clear commercial guardrails to drive profitable growth, ensure compliance, enhance commercial clarity, and foster mutually beneficial partnerships. Oversee the day-to-day operational requirements of distribution management, including quarterly or periodic business reviews, conflict management and resolution, budget, co-marketing programs, product rotation, and other tactical activities. Strategic Alliances & Ecosystem Partnerships Identify and cultivate strategic partnerships with telecom operators, utilities, engineering & construction firms, and infrastructure enablers. Negotiate and execute partnership agreements that unlock new markets and use cases such as rural broadband, 5G backhaul, smart city infrastructure, and private networks. Drive joint solution development, co-investment strategies, and coordinated go-to-market efforts. Own channel revenue targets and deliver predictable revenue growth and market expansion through scalable partner-led models. Lead efforts to penetrate underserved markets, including rural and tribal broadband initiatives, through partner collaboration and funding alignment (e.g., BEAD, RDOF). Use market intelligence and partner feedback to guide product positioning, pricing, and competitive strategy. Partner with Sales, Product, Marketing, and Operations to ensure alignment around partner initiatives and fulfillment readiness. Serve as the executive sponsor for key strategic partners and alliances Serve as the voice and face of Clearfield at broadband industry events, forums, and regulatory initiatives. Represent the company in industry organizations and advocate at both state and federal levels to influence policy and promote the interests of Clearfield and the broader fiber broadband industry. POSITION REQUIREMENTS: 10+ years of experience in channel development, strategic partnerships, or commercial leadership roles in the fiber broadband, telecommunications, or network infrastructure sectors. Deep understanding of fiber deployment ecosystems, including access networks (FTTx), broadband funding programs, telco operators, and public-private partnerships. Proven track record of scaling partner programs and managing multimillion-dollar indirect revenue pipelines. Experience working with national and regional broadband service providers, rural telcos, utilities, or municipalities. Strong negotiation, relationship management, and strategic planning skills. Exceptional leadership presence and ability to influence across technical, commercial, and executive teams. Bachelor’s degree required; an MBA or law degree is highly desirable. Benefits for full time: Comprehensive Medical, Dental, and Vision benefits. 100% company paid Short-term and Long-term disability insurance coverage. 100% company paid Basic Life and Accidental Death and Dismemberment (AD&D) insurance coverage. 100% company paid Business Travel Accident (BTA) insurance. 100% company paid Employee Assistance Program (EAP). Additional voluntary benefits are offered. 401K plan: Maximum match is 4.5% of the first 6% of contribution. Employee Stock Purchase Plan: Clearfield's Time Off Policy includes Personal Time Off (PTO) beginning at three weeks annually. PTO is accrued on the first of the month starting on day of hire. In addition, nine paid holidays per year. Salary Information:
$191,155 - $238,944 - $286,732; bonus eligible position. Offers of employment will be extended at a level consistent with the experience and qualifications of the candidate. This information reflects the anticipated salary range for this position at the time of posting. The salary range may be modified in the future and actual compensation may vary from the posting based on various factors such as geographic location, work experience, education and/or skill level.
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Job Title:
Vice President, Distribution Channels & Strategic Partnerships POSITION OBJECTIVE:
A strategic and results-driven
Vice President of Distribution Channels & Strategic Partnerships
to lead the expansion of our partner ecosystem and indirect go-to-market strategy across Clearfield’s core and emerging market segments. This executive will drive revenue growth and market penetration by building strong alliances with distributors, integrators, engineering firms, and other ecosystem partners. As a key member of the leadership team, the VP will shape how our fiber connectivity solutions are deployed across public and private networks, enabling communities, municipalities, and enterprises to access the infrastructure necessary for digital transformation. This is a rare opportunity to take a leadership role at the intersection of growth, innovation, and collaboration. If you’re passionate about building partnerships that transform markets, we want to hear from you. POSITION RESPONSIBILITIES Design and lead a comprehensive channel strategy that accelerates adoption of our fiber connectivity products and solutions. Expand and optimize a network of value-added resellers (VARs), distribution partners, contractors, and OEM integrators aligned with FTTx deployments. Oversee channel partner enablement including technical training, certifications, co-marketing, and sales tools to maximize partner performance. Development of a comprehensive and balanced channel strategy that supports core broadband market expansion and emerging markets development. Lead the development and execution of channel partner contracts, establishing clear commercial guardrails to drive profitable growth, ensure compliance, enhance commercial clarity, and foster mutually beneficial partnerships. Oversee the day-to-day operational requirements of distribution management, including quarterly or periodic business reviews, conflict management and resolution, budget, co-marketing programs, product rotation, and other tactical activities. Strategic Alliances & Ecosystem Partnerships Identify and cultivate strategic partnerships with telecom operators, utilities, engineering & construction firms, and infrastructure enablers. Negotiate and execute partnership agreements that unlock new markets and use cases such as rural broadband, 5G backhaul, smart city infrastructure, and private networks. Drive joint solution development, co-investment strategies, and coordinated go-to-market efforts. Own channel revenue targets and deliver predictable revenue growth and market expansion through scalable partner-led models. Lead efforts to penetrate underserved markets, including rural and tribal broadband initiatives, through partner collaboration and funding alignment (e.g., BEAD, RDOF). Use market intelligence and partner feedback to guide product positioning, pricing, and competitive strategy. Partner with Sales, Product, Marketing, and Operations to ensure alignment around partner initiatives and fulfillment readiness. Serve as the executive sponsor for key strategic partners and alliances Serve as the voice and face of Clearfield at broadband industry events, forums, and regulatory initiatives. Represent the company in industry organizations and advocate at both state and federal levels to influence policy and promote the interests of Clearfield and the broader fiber broadband industry. POSITION REQUIREMENTS: 10+ years of experience in channel development, strategic partnerships, or commercial leadership roles in the fiber broadband, telecommunications, or network infrastructure sectors. Deep understanding of fiber deployment ecosystems, including access networks (FTTx), broadband funding programs, telco operators, and public-private partnerships. Proven track record of scaling partner programs and managing multimillion-dollar indirect revenue pipelines. Experience working with national and regional broadband service providers, rural telcos, utilities, or municipalities. Strong negotiation, relationship management, and strategic planning skills. Exceptional leadership presence and ability to influence across technical, commercial, and executive teams. Bachelor’s degree required; an MBA or law degree is highly desirable. Benefits for full time: Comprehensive Medical, Dental, and Vision benefits. 100% company paid Short-term and Long-term disability insurance coverage. 100% company paid Basic Life and Accidental Death and Dismemberment (AD&D) insurance coverage. 100% company paid Business Travel Accident (BTA) insurance. 100% company paid Employee Assistance Program (EAP). Additional voluntary benefits are offered. 401K plan: Maximum match is 4.5% of the first 6% of contribution. Employee Stock Purchase Plan: Clearfield's Time Off Policy includes Personal Time Off (PTO) beginning at three weeks annually. PTO is accrued on the first of the month starting on day of hire. In addition, nine paid holidays per year. Salary Information:
$191,155 - $238,944 - $286,732; bonus eligible position. Offers of employment will be extended at a level consistent with the experience and qualifications of the candidate. This information reflects the anticipated salary range for this position at the time of posting. The salary range may be modified in the future and actual compensation may vary from the posting based on various factors such as geographic location, work experience, education and/or skill level.
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