Senior Director, Channel Partnerships
About Centrilogic
Centrilogic is a global provider of IT Transformation solutions that empower organizations to realize their full digital potential. Founded in 2007 and headquartered in Toronto with regional offices across Canada, the United States, and the United Kingdom, Centrilogic delivers resilient, end-to-end digital solutions that help mid-market and enterprise companies reshape the role of their technology platforms as business-driving assets.
Centrilogic's capabilities span datacenter colocation, cloud architecture, application modernization, data and analytics, cybersecurity, and generative and agentic AI. The company serves more than 700 customers globally, supported by a team of 150+ Microsoft-certified professionals including three Microsoft MVPs. In December 2025, Centrilogic became one of fewer than 1% of Microsoft partners worldwide to achieve all six Microsoft AI Cloud Partner Program Solution Designations — a distinction that positions Centrilogic among an elite tier of partners across the global Microsoft ecosystem.
The Opportunity
As Sr. Director, Channel Partnerships, you will own Centrilogic's most strategically important external relationships — starting with Microsoft and extending across Oracle, HP/HPE/Aruba, Cisco, Fortinet, and Anthropic (Claude Partner Network). This is a senior leadership role with enterprise-wide scope: you will set the partnership strategy, align internal teams around partner programs, and translate the considerable resources available through the channel into tangible value for Centrilogic's clients and measurable commercial outcomes for the business.
Centrilogic has made extraordinary investments in its Microsoft partnership, earning all six Solution Designations and three Advanced Specializations. The right candidate will build on this foundation — maximizing incentive capture, accelerating co-sell pipeline, and ensuring that Centrilogic's clients benefit from the full breadth of technical, financial, and talent resources that its partner ecosystem makes available.
This role reports to the Chief Revenue Officer. Until a CRO is in place, the Sr. Director, Channel Partnerships will report directly to the CEO and participate as a member of the GTM leadership team.
Key Responsibilities
Microsoft Partnership (Primary Focus)
- Own and evolve Centrilogic’s Microsoft AI Cloud Partner Program relationship, including Partner Center operations and Solution Designation performance.
- Maximize funding and incentive capture (ECIF, Azure Accelerate, PEC, CSP, Copilot, Security), targeting $1M+ in annual incentive capture.
- Drive co-sell pipeline through engagement with Microsoft field sellers and Partner Development Managers.
- Strengthen presence across SME&C and Enterprise segments, particularly expanding U.S. engagement.
- Driving co-sell motions with Microsoft field sellers and Partner Development Managers (PDMs), registering qualified opportunities, building a robust co-sell pipeline, and ensuring Centrilogic is consistently visible to the Microsoft field as a preferred partner for AI, cloud, security, and modernization engagements.
- Leverage Microsoft technical and funding resources (workshops, FastTrack, assessments) to accelerate client outcomes.
- Manage MDF and joint marketing initiatives.
- Optimize attribution (PAL, DPOR, CPOR) to ensure full recognition and eligibility.
- Maintain and expand Advanced Specializations aligned to AI, Security, and Infrastructure.
- Track and communicate Microsoft program updates and opportunities across leadership.
Secondary Partner Management: Oracle, HP/HPE/Aruba, Cisco, Fortinet, Anthropic
In addition to Microsoft, the Sr. Director will manage Centrilogic's relationships with its other key technology partners, ensuring program compliance, funding capture, and client benefit across each:
- Oracle: Maintain Oracle Partner Network membership and applicable OCI (Oracle Cloud Infrastructure) partner designations; coordinate access to Oracle funding, deal registration, and technical resources for relevant client engagements involving Oracle database, ERP/cloud applications, and infrastructure.
- HP / HPE / Aruba: Manage the HPE and Aruba partner programs, including access to HPE GreenLake-related partner resources, deal registration, partner funding programs, and technical resources for infrastructure, compute, storage, and networking solutions; coordinate joint go-to-market activity where applicable.
- Cisco: Oversee Cisco partner program compliance, including access to Cisco's partner funding (including VIP and CSPP programs), deal registration, and technical resources for networking, collaboration, and security solutions; manage Cisco certifications and specializations relevant to Centrilogic's service delivery.
- Fortinet: Own the Fortinet MSSP and reseller partnership, including access to Fortinet's MSSP program benefits, deal registration, funded services, and security resources; position Centrilogic to leverage Fortinet's investments in MSSP enablement alongside Cisco and Microsoft Security for differentiated managed security offerings.
- Anthropic (Claude Partner Network): Manage Centrilogic’s membership in the Anthropic Claude Partner Network, leveraging Anthropic’s partner resources, early access programs, and go-to-market support to strengthen Centrilogic’s agentic AI and Claude-based solution offerings for clients.
- Manage and engage other niche partners on an as needed basis to support strategic opportunities and fill capability gaps where required.
Partner Program Strategy & Operations
- Develop and own an annual Partner Investment Plan that maps each partner's available funding, technical resources, talent programs, and go-to-market vehicles to Centrilogic's client service areas and growth priorities.
- Build and maintain a centralized partnership intelligence function that tracks program calendars, claim deadlines, SOW qualification language, and eligible deal types for all active partner programs.
- Ensure that Centrilogic's client delivery teams understand and leverage partner-funded workshops, assessments, implementation support, and co-funded services as standard tools in client engagement design.
- Identify and pursue new partner relationships or expanded program tiers where there is a clear business case aligned to Centrilogic's service roadmap.
- Represent Centrilogic at key partner events including the Microsoft SME&C and Enterprise Sales & Partner Summits, Cisco Live, HPE Discover, and Fortinet Accelerate, maintaining executive relationships with partner alliance teams.
Cross-Functional Leadership
- Work closely with the sales leadership team to integrate partner resources into client proposals and business development efforts, ensuring that funding and co-sell opportunities are identified and captured early in the sales cycle.
- Collaborate with delivery and professional services leadership to ensure partner technical resources, certifications, and funded services are built into engagement planning and SOW design.
- Partner with Marketing on joint demand generation activities, co-branded content, partner-funded events, and MDF utilization.
- Work with HR to ensure that appropriately skilled and certified resources are tracked across the organization, that certification requirements for maintaining partner qualification status are clearly communicated and monitored, and that Centrilogic’s workforce planning supports the ongoing improvement of its PCS and partner designations.
- Report to the CRO (or CEO until the CRO is hired) on the commercial value of the partner portfolio, including funded investments captured, pipeline influenced, and client value delivered through partner programs.
- Directly manage and develop the IT & Partner Programs Administrator, Centrilogic’s dedicated resource for Microsoft program operations — including attribution management, incentive claim tracking, PCS monitoring, and Partner Center administration. The Sr. Director will set the direction and priorities for this role and be accountable for its output.
Qualifications
Required
- 10+ years in partnerships, alliances, or channel leadership, with 4+ years in senior roles
- Deep, hands-on experience managing a Microsoft partner relationship in a managed services provider (MSP), system integrator (SI), or cloud solution provider (CSP) context — including direct experience managing Microsoft Partner Center, Partner Capability Score optimization, and incentive program enrollment and claims.
- Proven success in capturing funding and driving co-sell motions
- Strong understanding of Microsoft's six Solution Designation areas and the role that Advanced Specializations play in gating ECIF and PDM engagement.
- Experience managing at least two or more of the secondary partner ecosystems listed (Oracle, HP/HPE/Aruba, Cisco, Fortinet, Anthropic) at a program or alliance level.
- Demonstrated cross-functional leadership (sales, delivery, marketing)
- Strong executive stakeholder management and commercial acumen
- Ability to travel up to 25%
- Eligibility to work in Canada or the U.S.
Preferred
- Toronto-based or able to travel regularly
- Familiarity with AI ecosystems (Copilot, Anthropic)
- Experience with Azure Expert MSP or advanced Microsoft partner programs
- Knowledge of HPE GreenLake, Cisco security/networking, or Fortinet MSSP
- Experience with partner attribution tools (PAL, DPOR, CPOR)
- MBA or equivalent
