Director, Channel Sales – Software

This is a fully remote position, open to applicants in United States, +5 more countries.

📋 Description

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

• Establish partner categories, tiers, eligibility requirements, benefits, responsibilities, and performance metrics.

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

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

• Identify partner coverage gaps based on geography, customer segments, and product lines.

• Initially serve as Esko’s primary dedicated channel leader.

• Build and manage a global team, including channel managers in APAC and Latin America.

• Oversee global indirect bookings performance and reporting on partner-sourced and partner-influenced pipelines, revenue contributions, partner productivity, and forecast accuracy.

• Develop collaborative business plans, partner scorecards, pipeline assessments, and quarterly business reviews.

• Cultivate executive-level relationships with partners and hold them accountable for forecasting, enablement, and results.

• Collaborate with Product Management, Marketing, Sales, Finance, Legal, and Commercial Operations to empower partners to market Esko’s software offerings.

• Define systems, reporting structures, governance, and operational cadence to scale the global program and enhance its economic viability.

⛳️ Requirements

• Approximately 8–10 years of increasing responsibility in channel sales.

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

• Proven track record in recruiting and developing a substantial partner ecosystem while driving channel-generated revenue.

• Familiarity with business applications or ERP-related software channel models; essential software channel experience is required.

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

• Demonstrated people leadership abilities, including managing remote or globally distributed teams, mentoring leaders, and enforcing performance accountability.

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

• Bachelor’s degree.

• Professional proficiency in English.

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

• Willingness to travel globally up to 75% of the time.

• Convenient access to a major airport.

• Preferred: experience in packaging, print, workflow, manufacturing, or related industries.

• Preferred: established relevant partner network or strong country-level insight into potential software partners in targeted regions.

• Preferred: experience in consolidating and harmonizing various partner programs into a single, cohesive partner program.

• Preferred: additional language skills beyond English, and an MBA or other advanced degree.

🏝️ Benefits

• High-impact responsibility to design Esko’s global indirect growth strategy.

• Global leadership opportunity to manage a multi-regional channel organization.

• Chance to combine Esko’s agility and innovation with Veralto’s resources, stability, and worldwide scale.

• Commitment to an inclusive workplace and diversity.

• Significant development opportunities through Veralto’s global network.