Director, Channel Sales – US & EMEA

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

📋 Description

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

• Identify market opportunities and establish the ideal partner mix, which includes resellers, integrators, VARs, and consultants.

• Develop a 3-5 year channel roadmap that aligns with the company's growth objectives.

• Create market-specific go-to-market strategies that account for regional differences.

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

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

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

• Construct partner business plans and set clear performance expectations and KPIs.

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

• Conduct quarterly business reviews with key partners.

• Collaborate on marketing and demand generation campaigns alongside strategic partners.

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

• Maintain visibility of the partner pipeline while forecasting and reporting on channel revenue.

• Develop tiered partner programs that offer progressive benefits.

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

• Act as the primary executive contact for strategic partners, fostering C-level relationships.

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

• Create thought leadership content 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 establishing, scaling, and managing successful indirect sales channels.

• Demonstrated ability to meet revenue targets in US and/or EMEA markets.

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

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

• Proficient in CRM platforms and channel partner management tools.

• Exceptional written and verbal communication skills, capable of presenting 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, and company events.

• Familiarity with compliance and risk management software solutions.

• Experience in fast-growing technology companies.

• Understanding of partner ecosystems in the US and EMEA markets.

• Experience with channel analytics tools and predictive pipeline forecasting.

• Multilingual abilities.

• Experience with partner portal development and channel enablement platforms.

• Proven success in launching new markets or geographic expansions.

🏝️ Benefits

• PTO leave.

• Quarterly wellness days.

• EAP program.

• Comprehensive healthcare benefits.

• Performance-based bonus incentives.

• 401(k) match (US) / Pension contributions (UK).

• Flexible work arrangements.

• Learning and development programs.

• Wellness programs and mental health support.

• Remote-first hiring strategy.