Director, Channel Sales – Americas

Role Overview

• 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)

Tech Stack

• Cloud

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