Director, Channel Sales – US & EMEA

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

📋 Description

• Develop and implement a comprehensive channel strategy for the US and EMEA regions.

• Identify market opportunities and determine the ideal mix of partners, including resellers, integrators, VARs, and consultants.

• Create a channel roadmap spanning 3-5 years that aligns with the company's growth objectives.

• Establish go-to-market strategies tailored to specific markets, accounting for regional differences.

• Set revenue targets and performance metrics based on geography and partner type.

• Identify, assess, recruit, and onboard strategic channel partners.

• Negotiate partner agreements, pricing structures, territories, and performance commitments.

• Develop partner business plans and establish clear performance expectations and KPIs.

• Provide continuous coaching, training, and support to partner organizations.

• Conduct quarterly business reviews with key partners.

• Collaborate with strategic partners to co-develop marketing and demand generation campaigns.

• Drive partner revenue growth through incentive programs, joint planning, and performance management.

• Establish and maintain visibility of the partner pipeline while forecasting and reporting channel revenue.

• Develop tiered partner programs that offer progressive benefits.

• Work in collaboration with Product, Marketing, Customer Success, Finance, and Legal teams to ensure partner success.

• Serve as the primary executive contact for strategic partners while maintaining relationships at the C-level.

• Represent SAI360 at industry events, partner conferences, and trade shows.

• Develop thought leadership surrounding channel strategy and market trends.

⛳️ Requirements

• Extensive experience in enterprise software sales, including several years in channel management or a similar role.

• Proven history of building, scaling, and managing successful indirect sales channels.

• Demonstrated success in achieving revenue targets within the US and/or EMEA markets.

• Experience managing geographically distributed teams and partners across various time zones.

• Strong understanding of SaaS business models, licensing, and subscription economics.

• Proficiency with CRM platforms and channel partner management tools.

• Excellent written and verbal communication skills with the ability to present to executive audiences.

• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent work experience.

• Willingness to travel approximately 20-30% for partner meetings, training sessions, and company events.

• Preferred: Experience with compliance and risk management software solutions.

• Preferred: Experience in fast-growing technology companies.

• Preferred: Understanding of partner ecosystems across US and EMEA markets.

• Preferred: Experience with channel analytics tools and predictive pipeline forecasting.

• Preferred: Multilingual abilities.

• Preferred: MBA or other advanced business degree.

• Preferred: Experience in partner portal development and channel enablement platforms.

• Preferred: Proven success in launching new markets or geographic expansions.

🏝️ Benefits

• 25 days of annual leave.

• Buy/Sell holiday option.

• Quarterly wellness days.

• Bonus incentive plan.

• EAP access.

• Matched pension contributions.

• Life assurance coverage.

• Private medical insurance.

• Remote-first hiring strategy.