Head of Channel

Job Description: Head of Channel 

 

Position: Head of Channel

Location: [Location or Remote]

Type: Full-Time

 

About the Company:

We are a high-growth B2B SaaS company offering cutting-edge solutions that empower businesses to optimize their operations and drive growth. As we expand our global reach, we are seeking a strategic and experienced Head of Channel to develop and lead our channel and partner programs. This role will be pivotal in scaling the company’s market presence and driving revenue through indirect sales channels.

 

Job Summary:

The Head of Channel will be responsible for creating, developing, and executing a comprehensive channel partner strategy. You will oversee the recruitment, enablement, and management of partners, ensuring they are well-positioned to sell and support the company’s SaaS offerings. The ideal candidate has a deep understanding of B2B SaaS, experience in building successful channel programs, and the ability to drive revenue growth through strategic partnerships. This role will collaborate closely with sales, marketing, and product teams to ensure channel success and alignment with overall business goals.

 

Key Responsibilities:

• Channel Strategy & Development: Define and execute the company’s global channel strategy, focusing on building a scalable partner ecosystem that aligns with business goals and market needs.

• Partner Recruitment: Identify, recruit, and onboard new channel partners (VARs, MSPs, system integrators, resellers, etc.) to expand the company’s reach into new markets and verticals.

• Partner Enablement: Develop and implement comprehensive enablement programs, including training, certifications, and resources, to ensure partners are equipped to sell and support the company’s products effectively.

• Channel Sales Management: Drive channel revenue by setting goals and targets for partners, monitoring performance, and providing ongoing support and guidance to maximize partner success.

• Relationship Building: Establish and maintain strong relationships with key partners, acting as the main point of contact and ensuring a mutually beneficial and collaborative relationship.

• Cross-functional Collaboration: Work closely with sales, marketing, product, and customer success teams to align on product positioning, go-to-market strategies, and partner support needs.

• Partner Marketing & Co-selling: Collaborate with the marketing team to create and execute joint marketing initiatives, co-selling opportunities, and demand generation campaigns with channel partners.

• Performance Monitoring & Reporting: Monitor partner performance and the overall health of the channel program, using data and KPIs (e.g., partner-generated revenue, lead conversion rates, partner satisfaction) to identify areas for improvement. Report regularly on channel performance to senior leadership.

• Process Optimization: Continuously refine and optimize channel processes, including partner onboarding, deal registration, and partner support, to ensure an efficient and scalable program.

• Contract Negotiation: Lead negotiations on channel contracts, pricing agreements, and partnership terms, ensuring that the company’s interests are well-represented while maintaining strong partner relationships.

• Growth & Expansion: Identify new opportunities for channel expansion, both geographically and within new industry verticals, to drive long-term growth.

 

Qualifications:

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

• 7+ years of experience in channel management, sales, or business development, with a minimum of 3-5 years in a leadership role within a B2B SaaS or technology company.

• Proven track record of building and scaling successful channel programs and driving revenue through indirect sales channels.

• Deep understanding of partner ecosystems, including value-added resellers (VARs), system integrators, managed service providers (MSPs), and distributors.

• Excellent leadership, negotiation, and relationship-building skills.

• Strong analytical and problem-solving abilities, with a data-driven approach to decision-making and performance management.

• Experience with CRM and partner management platforms (e.g., Salesforce, PartnerStack) and sales tools.

• Excellent communication and presentation skills, with the ability to influence stakeholders at all levels.

 

Preferred Skills:

• Experience in launching and managing channel programs in international markets.

• Familiarity with SaaS sales models, including recurring revenue and subscription models.

• Knowledge of co-marketing, co-selling, and partner enablement strategies specific to the SaaS industry.

• Experience with partner certification programs and partner tiering models.

 

Compensation & Benefits:

• Competitive base salary + performance-based bonuses.

• Health, dental, and vision insurance.

• Equity/stock options.

• 401(k) or equivalent retirement plan.

• Paid time off and company holidays.

• Opportunities for career advancement and professional development.

• Flexible working environment (remote options available).

 

How to Apply:

Please submit your resume and a cover letter to [Email Address]. In your cover letter, detail your experience managing channel programs and your approach to driving partner success in a B2B SaaS environment.

 

Note: This Head of Channel job description is focused on building and managing a channel partner ecosystem to scale revenue through indirect sales in a B2B SaaS company. It highlights key responsibilities around strategy, partner recruitment, enablement, and performance management, and can be customized to fit specific company needs or markets.