Head of Indirect Channels – Strategic Partnerships

Role Overview

• The Head of Indirect Channels and Strategic Partnerships will be responsible for defining, developing, and executing the indirect sales and alliances strategy aimed at revenue expansion, market penetration, and optimization of the partner ecosystem.
• This leader will manage all stages of the channel lifecycle, from recruitment and enablement to co-selling, demand generation, and performance monitoring.
• The role requires strong leadership of multidisciplinary teams and the ability to lead executive-level negotiations in a high-complexity B2B environment (preferably SaaS/Software).
• Strategic Definition: Create and implement the Business Plan for the channel and partnership ecosystem, aligned with the global/regional Direct and Indirect Sales strategy.
• Go-to-Market (GTM) and Offerings: Be responsible for defining product and service offerings for the channel, as well as planning and executing joint Go-to-Market activities with partners (co-selling).
• Revenue Management: Have direct responsibility for revenue generation, including sales targets and subscription renewals (SaaS).
• Process Optimization: Drive continuous optimization of indirect sales processes, using data analysis, target market insights and technologies to guide engagement and performance.
• Partner Management and Development
• Ecosystem Management: Manage the full lifecycle of various partner types (Resellers, Systems Integrators
• GSIs, Cloud Service Providers, Consultancies) at a regional or global level.
• Recruitment and Onboarding: Lead the recruitment, qualification and accreditation of new strategic partners, focusing on expanding market coverage.
• Executive Relations: Develop and maintain high-level relationships with channel and alliance executives, acting as the primary point of contact.
• Compliance and KPIs: Rigorously monitor partnership KPIs (including ACR, PAL, influenced sales, pipeline and forecast), ensuring alignment with the company’s compliance policies and guidelines.
• Enablement: Support and guide partners’ technical and commercial enablement plans, ensuring they are empowered to sell and deliver services on the company’s solutions.
• Channel Marketing: Define and execute the marketing plan for channels and partnerships, including demand generation (co-marketing, events, webinars) and awareness initiatives.
• Fund Management: Administer and oversee the full cycle of partner investments and marketing funds (MDF
• Marketing Development Funds, or similar funds), from application through reporting.

Tech Stack

• Cloud
• Go