Channel Director

Job Description: Channel Director 

 

Position: Channel Director

Location: [Location or Remote]

Type: Full-Time

 

About the Company:

We are a fast-growing B2B SaaS company offering cutting-edge solutions that empower businesses to scale and optimize their operations. As we continue to expand, we are seeking a strategic and experienced Channel Director to build and manage our channel partnerships. This role will be pivotal in driving indirect sales growth through strategic alliances, resellers, and other channel partners, ensuring that our solutions reach a broader market and that our partners are successful.

 

Job Summary:

The Channel Director will be responsible for developing and executing the company’s channel sales strategy, managing relationships with key partners, and driving revenue through indirect sales channels. You will identify, onboard, and nurture partnerships that align with the company’s growth goals, ensuring these partners are equipped to sell and support the company’s SaaS solutions. This role involves collaborating closely with sales, marketing, and product teams to align channel activities with overall business objectives.

 

Key Responsibilities:

• Channel Strategy Development: Develop and execute a comprehensive channel sales strategy that aligns with the company’s growth objectives, focusing on expanding market reach and driving revenue through indirect sales.

• Partner Identification & Recruitment: Identify, recruit, and onboard new channel partners, including resellers, system integrators, value-added resellers (VARs), and technology partners.

• Partner Relationship Management: Build and maintain strong relationships with key channel partners, serving as the primary point of contact and ensuring mutual success.

• Enablement & Support: Provide partners with the necessary resources, training, and tools to effectively sell and support the company’s SaaS solutions. Ensure partners are well-equipped with product knowledge, marketing collateral, and support systems.

• Revenue Growth: Drive revenue growth through channel partners by setting clear performance targets, monitoring partner activity, and helping partners close deals through joint sales initiatives.

• Collaborative Sales Efforts: Work closely with the direct sales team to ensure alignment between direct and channel sales efforts. Collaborate on joint selling opportunities and avoid channel conflicts.

• Performance Monitoring & Reporting: Track and analyze channel performance metrics, including partner-generated leads, closed deals, and revenue contributions. Provide regular reports to senior leadership on the success of the channel program and make data-driven recommendations for improvements.

• Contract Negotiation: Negotiate partnership agreements, terms, and conditions that align with company goals and ensure a win-win relationship with partners.

• Cross-functional Collaboration: Collaborate with marketing to develop co-branded campaigns and joint marketing initiatives that drive partner engagement and lead generation. Work with the product team to ensure partners have the latest product updates and insights.

• Partner Program Development: Develop and continuously refine the partner program structure, including tiers, incentives, certifications, and partner enablement initiatives, to attract and retain high-performing partners.

• Market Insights: Stay up-to-date on industry trends, competitive landscape, and emerging opportunities within the SaaS ecosystem. Use this knowledge to refine channel strategies and identify new partnership opportunities.

 

Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).

• 7+ years of experience in channel sales or partner management within a B2B SaaS company.

• Proven track record of developing and managing successful channel partner programs, including driving revenue growth through indirect sales channels.

• Strong understanding of SaaS business models, partner ecosystems, and sales processes.

• Exceptional relationship-building skills, with a demonstrated ability to foster and manage long-term strategic partnerships.

• Excellent negotiation, communication, and presentation skills.

• Experience with CRM systems (e.g., Salesforce) and partner management tools.

• Strong analytical and problem-solving skills, with the ability to use data to drive decisions and strategy.

• Ability to work cross-functionally and lead collaboratively across sales, marketing, and product teams.

 

Preferred Skills:

• Experience managing global or multi-region channel programs.

• Familiarity with partner programs, certifications, and enablement initiatives.

• Knowledge of specific verticals or industries relevant to the company’s solutions.

 

Compensation & Benefits:

• Competitive base salary + performance-based bonuses.

• Equity/Stock options.

• Health, dental, and vision insurance.

• 401(k) or equivalent retirement plan.

• Paid time off and company holidays.

• Opportunities for professional development and career advancement.

• Flexible working environment (remote options available).

 

How to Apply:

Please submit your resume and a cover letter to [Email Address]. In your cover letter, please describe your experience managing channel sales programs and your approach to building successful partnerships in a SaaS environment.

 

Note: This Channel Director job description is designed to attract experienced candidates with a background in channel management, partnership development, and revenue growth in a B2B SaaS context. It emphasizes strategic planning, partner enablement, and cross-functional collaboration.