Digital.ai is an AI-powered software delivery platform that enables large organizations to build and deliver high-quality software. They are seeking a Global Channels Sales Leader to own and grow their channel sales strategy for Agility and DevOps product lines, focusing on partner recruitment, revenue execution, and enablement.

Responsibilities:

Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps
Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach
Build a targeted recruitment plan to address those gaps with high-fit partners
Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories
Prioritize partners with active customer relationships in target verticals and geographies
Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews
Work side-by-side with partners to identify, qualify, and progress opportunities
Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals
Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business
Maintain clean pipeline hygiene in Salesforce
Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure
Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment
Define and maintain clear rules of engagement between direct and indirect teams
Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities
Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment
Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility
Ensure it is current, intuitive, and actively used
Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets
Translate marketing programs into partner-level action plans with measurable pipeline outcomes
Represent partner needs and feedback across sales, product, customer success, and executive leadership
Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us
Build trusted relationships with product-line Account Executives and Enterprise Account Managers
Participate in joint account plans for partner-overlay opportunities and ensure strong day-to-day collaboration
Identify and orchestrate executive-level touchpoints between Digital.ai leadership and strategic partner executives to reinforce commitment and accelerate key deals
Ensure partners have access to the technical and delivery resources needed to successfully implement and support Digital.ai products
Align PS capacity with partner-driven deal flow

Requirements:

7+ years of channel sales experience in enterprise software, with a clear track record of building and scaling indirect revenue programs
Demonstrated expertise in DevOps, Agility, or related enterprise software categories — such as CI/CD, workflow automation, release orchestration, or agile planning
Proven record of recruiting, onboarding, and activating net-new channel partners who become consistent revenue contributors within 6–12 months
History of meeting or exceeding partner-sourced revenue targets, with a disciplined approach to pipeline management, forecasting, and deal execution
Experience navigating cloud marketplace co-sell motions with AWS, Google Cloud, and/or Azure, including private offer structuring and marketplace-originated pipeline
Strong track record working with both public sector and commercial channel partners across the Globe
Ability to influence and build credibility with C-level partner executives, technical leads, and field-level sellers simultaneously
Structured thinker who can translate market analysis into a prioritized partner plan — and then execute independently
Strong written and verbal communicator, able to craft partner-facing materials, internal business reviews, and executive briefings with equal effectiveness
Salesforce proficiency with a disciplined approach to data hygiene, deal registration, and partner activity tracking
Comfortable in high-growth, fast-changing environments where process is still evolving and ambiguity is the norm
S.-based with preference for the East Coast, given the concentration of key partners

Sales Estimator

Key skills

About this role