Director of Channel Sales

About the Role
  
Our client is seeking a Director of Channel Sales to lead and expand its indirect revenue strategy through the development of a high-performing partner ecosystem. Reporting into senior commercial leadership, this role will take ownership of the company’s channel programme, managing strategic partner relationships while driving initiatives that increase market reach and accelerate revenue growth.
The successful candidate will bring a strategic and commercially driven mindset, with the ability to build scalable and predictable partner-led revenue streams across complex sales environments. This role requires strong leadership capabilities, experience managing channel partnerships, and a proven track record of developing go-to-market strategies that support long-term business growth.
  
Key Responsibilities

• Develop and execute the annual channel sales strategy, ensuring alignment with wider company revenue objectives and growth plans.
• Identify new market opportunities and define partner acquisition strategies to expand market reach and strengthen channel presence.
• Design, implement, and manage scalable partner programmes, including partner tiers, incentive structures, pricing frameworks, and deal registration processes.
• Own channel revenue forecasting and drive accountability across partner networks against agreed KPIs, pipeline targets, and revenue commitments.
• Lead regular business reviews with strategic partners to evaluate performance, strengthen collaboration, and align on growth initiatives and commercial objectives.
• Establish and manage clear processes for navigating channel conflict and maintaining alignment between direct sales teams and external partner organisations.
• Work closely with sales enablement teams to ensure partners are fully equipped to position, demonstrate, and successfully sell the company’s solutions.
• Act as the internal advocate for the channel function, driving collaboration and alignment across sales, marketing, customer success, and operations teams.
• Partner with marketing to develop scalable demand generation initiatives and provide channel partners with effective campaign resources and go-to-market support.

Requirements

• 5–10 years of experience in Channel Sales, Partnerships, or Business Development within the SaaS, technology, or hardware sectors, including at least 3 years in a leadership or management capacity.
• Demonstrated success achieving and exceeding significant revenue targets through indirect sales channels and strategic partner ecosystems.
• Ability to operate both strategically and tactically, balancing long-term channel development with hands-on execution and partner deal management.
• Strong commercial and negotiation skills, with the ability to build relationships and influence senior stakeholders and executive-level decision-makers within partner organisations.