Director, Channel Sales – EMEA

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Oversee the strategy, operational plan, booking performance, partner-sourced pipeline, and regional forecasting for the EMEA channel team.

• Lead, mentor, and nurture a geographically dispersed team of Partner Account Managers.

• Categorize the partner ecosystem and prioritize investments among resellers, distributors, OEMs, systems integrators, and strategic alliances.

• Forge executive relationships with key partners, establishing mutual business plans, go-to-market strategies, pipeline reviews, and business review schedules.

• Recruit, onboard, activate, re-engage, and nurture partner relationships.

• Propel opportunity progression, uphold CRM discipline, ensure pipeline hygiene, execute current-quarter activities, and plan for future coverage.

• Guide the team through complex opportunities, partner negotiations, executive engagement, solution positioning, and deal strategies.

• Collaborate with Growth Intelligence, Marketing, Product, Solution Consulting, Customer Success, Services, Support, Operations, Finance, and Legal teams.

• Enhance partner readiness through enablement, demonstrations, sales assets, solution knowledge, repeatable use cases, and scalable portal resources.

• Represent the EMEA channel business in leadership reviews, communicating performance, risks, dependencies, and necessary actions.

• Assist partners in transitioning from individual product discussions to broader solutions and repeatable customer outcomes.

⛳️ Requirements

• Extensive experience in channel, alliance, indirect sales, solution selling, and/or partner-led revenue leadership within B2B software or enterprise technology.

• Proven track record of generating revenue through resellers, distributors, OEMs, systems integrators, or strategic partnerships.

• Experience in leading commercial teams across various EMEA countries and cultures.

• Strong commercial ownership in areas such as planning, pipeline development, forecasting, opportunity evaluation, and revenue achievement.

• Proven experience in formulating joint business plans and effective go-to-market strategies with partner organizations.

• Demonstrated ability to build executive-level relationships and manage complex, cross-functional opportunities.

• Excellent written, verbal, presentation, negotiation, facilitation, and coaching skills.

• Willingness and ability to travel frequently across EMEA.

• Background in enterprise software, SaaS, document workflow, intelligent capture, content management, process automation, or digital communications.

• Experience managing a diverse partner ecosystem, including strategic, transactional, and OEM relationships.

• Familiarity with partner segmentation, activation, enablement, advisory boards, QBRs, and performance management.

• Knowledge of CRM-based forecasting and sales operating rhythms.

• Proficiency in additional European languages is a plus.

🏝️ Benefits

• Support for remote work.

• A global culture that encourages growth and opportunity.

• Opportunities to collaborate with intelligent, creative teams.

• Regular travel across the EMEA region.