Director, Channel Sales – Americas
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full-time
Posted on:
Location Type: Remote
Location: United States
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Job Level
Tech Stack
About the role
- Develop and execute a comprehensive channel sales strategy aligned with company revenue goals focused on the Americas market
- Identify, recruit, and onboard high value partners including VARs, MSPs, GSIs, ISVs, and referral partners
- Establish scalable partner programs, incentives, and performance frameworks to drive predictable pipeline and revenue
- Lead quarterly and annual planning for channel sales, including forecasting, territory alignment, and partner segmentation
- Build strong, trust based relationships with key partners and executive stakeholders
- Oversee partner onboarding, training, and certification programs to ensure product readiness and sales effectiveness
- Collaborate with marketing to develop comarketing initiatives, partner campaigns, and joint value propositions
- Support partners in opportunity development, deal structuring, and navigating the sales cycle
- Own channel revenue targets and pipeline development metrics
- Monitor partner performance, analyze trends, and implement corrective actions when needed
- Drive partner accountability through business reviews, KPIs, and structured performance management
- Ensure accurate reporting of partner activity, forecasts, and deal progression
- Work closely with Product, Marketing, Customer Success, and Sales Operations to align channel initiatives with company priorities
- Provide market and partner feedback to inform product roadmap and competitive positioning
- Partner with Finance and Legal to structure agreements, pricing models, and program policies
Requirements
- 8+ years of experience in channel sales, partner management, or business development within a SaaS or cloud based technology company
- Proven success building and scaling channel programs that drive measurable revenue growth
- Strong understanding of SaaS sales cycles, partner economics, and indirect go-to-market models
- Demonstrated ability to influence and collaborate with internal and external executive stakeholders
- Excellent communication, negotiation, and relationship building skills
- Experience with CRM and partner management tools (e.g., Salesforce, PRM platforms)
Benefits
- Competitive compensation including stock-based options
- Flexible PTO and paid holidays
- 401(k) with employer matching
- Comprehensive Health insurance package including 100% employer-paid medical coverage
- Up to 12 weeks of Parental Leave
- Basic Life Insurance, Short-Term & Long-Term Disability, 100% employer-paid
- Quarterly teambuilding events, leadership luncheons, and companywide “All Hands” meetings
- Open door policy and casual dress code
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel sales strategypartner managementbusiness developmentpartner onboardingsales effectivenesspipeline developmentperformance managementrevenue growthnegotiationforecasting
Soft Skills
relationship buildinginfluencecollaborationcommunicationtrust buildinganalytical skillsaccountabilityproblem solvingstrategic planningstakeholder management