Director, Channel Sales – Software

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

📋 Description

• Evaluate current regional channel strategies and create a unified global software partner program.

• Establish partner classifications, tiers, eligibility criteria, benefits, responsibilities, and performance metrics.

• Develop partner agreements, discount and margin frameworks, incentives, deal registration processes, and collaborative rules with direct sales.

• Recruit, onboard, certify, and empower partners throughout Europe, APAC, and Latin America.

• Analyze and enhance partner coverage across various geographies, customer segments, and product lines.

• Act as Esko’s inaugural dedicated channel leader, building and managing a global channel team as the model expands.

• Oversee global indirect bookings performance and monitor partner-sourced and partner-influenced pipelines, revenue contributions, productivity, and forecasting accuracy.

• Create joint business plans, partner scorecards, pipeline assessments, and quarterly business evaluations.

• Cultivate executive-level partner relationships and assist with priority initiatives.

• Ensure partners meet their commitments for forecasting, enablement, and results.

• Collaborate with teams across Product Management, Marketing, Sales, Finance, Legal, and Commercial Operations.

• Establish systems, reporting processes, governance, and operational rhythms to scale the global program and enhance its financial performance.

⛳️ Requirements

• Approximately 8–10 years of progressive experience in channel sales.

• Direct experience in developing or significantly transforming a global B2B software partner program.

• Proven track record in recruiting and nurturing a substantial partner ecosystem and increasing channel-driven revenue.

• Familiarity with business-application or ERP-adjacent software channel models.

• Multi-regional channel experience, ideally across at least two areas of Europe, APAC, and Latin America.

• Strong leadership experience, including managing remote or globally distributed teams, mentoring leaders, and ensuring performance accountability.

• Practical expertise in formulating partner agreements, program tiers, financial models, enablement strategies, deal registration, forecasting, and collaborative rules with direct sales.

• Bachelor’s degree.

• Professional proficiency in English.

• Capacity to influence executives, partners, and cross-functional stakeholders across different cultures and time zones.

• Willingness to travel globally up to 75%, particularly during the first year.

• Convenient access to a major airport.

• Preferred: Experience in packaging, printing, workflow, manufacturing, or related industries.

• Preferred: Established relevant partner network or strong local knowledge of potential software partners in target regions.

• Preferred: Experience in consolidating and harmonizing various partner programs into a cohesive unified partner program.

• Preferred: Proficiency in additional languages beyond English and possession of an MBA or other advanced degree.

🏝️ Benefits

• Opportunity for global leadership.

• High-impact role to influence Esko’s global indirect growth strategy.

• Chance to merge Esko’s agility and innovation with Veralto’s resources, stability, and international reach.

• A diverse and inclusive work environment.

• Opportunities for professional growth and meaningful development.