VP of Channel

Job Description: VP of Channel

 

Position: VP of Channel

Location: [Location or Remote]

Type: Full-Time

 

About the Company:

We are an innovative B2B SaaS company focused on delivering cutting-edge software solutions that help businesses optimize their operations and scale efficiently. As we expand our partner ecosystem and look to accelerate growth through channel partnerships, we are seeking an experienced VP of Channel to lead and scale our channel sales and partner programs. This role will be critical in developing strategic alliances and driving revenue through a strong network of partners.

 

Job Summary:

The VP of Channel will be responsible for building and leading the company’s channel sales strategy, driving growth through strategic alliances, channel partners, resellers, and distributors. This leader will own the end-to-end channel development process, including partner acquisition, enablement, management, and revenue growth. The ideal candidate will be a strategic thinker with proven success in building and scaling channel programs in a B2B SaaS environment.

 

Key Responsibilities:

• Channel Strategy Development: Define and execute the company’s channel strategy, building a robust partner ecosystem that drives significant revenue growth. Identify new partnership opportunities, design go-to-market (GTM) strategies, and expand the company’s channel footprint.

• Partner Acquisition & Development: Identify, recruit, and onboard new channel partners, including VARs, MSPs, systems integrators, and distributors, to grow the company’s channel sales pipeline.

• Partner Enablement: Design and implement partner enablement programs, including training, certification, and resources to ensure partners are equipped to effectively sell and support the company’s solutions.

• Revenue Growth: Drive revenue growth through channel partners by developing joint business plans, setting revenue targets, and monitoring partner performance against KPIs. Ensure channel partners are aligned with company goals and capable of delivering on revenue objectives.

• Relationship Management: Foster strong, long-term relationships with key partners, acting as a senior point of contact to support their success. Engage partners regularly to ensure continuous alignment and collaboration.

• Channel Marketing & GTM Support: Work closely with marketing to develop and implement co-marketing strategies, joint campaigns, and events that drive partner engagement and lead generation through the channel.

• Cross-functional Collaboration: Collaborate with sales, marketing, product, and customer success teams to ensure seamless integration of channel efforts with direct sales strategies. Align the company’s product roadmap with channel partners’ needs and feedback.

• Process Optimization & Technology: Oversee the implementation and management of partner relationship management (PRM) tools and systems to improve channel operations, reporting, and partner engagement.

• Team Leadership: Build, lead, and scale a high-performing channel team, including channel account managers, partner success managers, and channel marketing roles.

• Reporting & Metrics: Own and manage the overall performance of the channel program, reporting on revenue contribution, partner performance, and ROI. Use data to optimize the program, improve processes, and ensure scalable growth.

 

Qualifications:

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

• 10+ years of experience in channel sales, partner management, or business development within a B2B SaaS company.

• Proven experience developing and scaling successful channel programs, with a strong track record of driving revenue growth through partners.

• Deep understanding of channel sales models, partner types (VARs, MSPs, systems integrators), and go-to-market strategies in a SaaS environment.

• Strong leadership and team-building skills, with a proven ability to manage and develop channel teams.

• Excellent communication and relationship management skills, with the ability to engage and influence senior stakeholders internally and externally.

• Data-driven approach to decision-making, with experience in channel performance analysis, forecasting, and reporting.

• Experience with PRM platforms, CRM systems (e.g., Salesforce), and other channel management tools.

• Ability to thrive in a fast-paced, high-growth environment with a focus on collaboration and execution.

 

Preferred Skills:

• Experience working with global channel partners and managing channel programs across multiple regions.

• Knowledge of industry-specific verticals and how SaaS solutions apply to various business segments.

• Familiarity with developing co-marketing strategies and partner incentive programs.

 

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 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 building and scaling channel programs and your approach to driving partner success in a B2B SaaS environment.

 

Note: This VP of Channel job description is designed to attract senior-level candidates with experience in developing and scaling channel sales strategies in a B2B SaaS environment. It highlights key responsibilities around partner acquisition, revenue growth, and cross-functional collaboration. The description can be customized further based on the company’s specific channel needs and market focus.