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Director of Global Channel Sales

Remote:

Full Remote

Contract:

Full time

Salary:

108 - 198K yearly

Experience:

Expert & Leadership (>10 years)

Work from:

United States

Offer summary

Qualifications:

Extensive experience in channel sales strategies, Strong understanding of SaaS partner ecosystems, Ability to lead and mentor sales teams, Analytical skills for market assessments, Experience in creating sales training programs.

Key responsabilities:

Manage global reseller initiative and team hiring
Identify and activate resellers to drive bookings
Own and drive a partner strategy aligning with growth
Build resell partner ecosystem focused on revenue
Engage with leadership on territory partner strategies

Fivetran Large https://5tran.co/3lbOdzE

1001 - 5000 Employees

See more Fivetran offers

Job description

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

As the Director of Channel Sales at Fivetran, you will play a pivotal role in driving our growth strategy by developing and managing a robust channel partner ecosystem. You will be responsible for identifying and onboarding new reseller partners, fostering strong relationships with existing ones, and creating effective sales enablement programs that empower our reseller partners to succeed. Your strategic vision and leadership will guide the team in achieving sales targets and expanding our market reach, all while ensuring alignment with our company’s values and objectives. As our business scales, you will hire a global team.

This is a full time position based remotely in the United States.

Technologies You’ll Use

Salesforce, Looker, Crossbeam, Zinfi or other PRMs, Coupa

What You’ll Do

Manage global resell initiative and hire a team of Channel Account Executives in the Americas and APAC
Identify, recruit, and activate up to 20 resellers in AMER to drive reseller pipeline and incremental bookings
Own and drive a Partner strategy that supports Fivetran’s growth aspirations, initially focusing on the Americas, but extending globally over time.
Be responsible for building out a resell partner ecosystem with a clear focus on incremental revenue to Fivetran across a variety of national and regional partners (CDW, SHI, Perficient, regional resellers)
Recruit, hire, and manage a global channel account executive team based on success criteria
Player / coach initially - responsible for partner development and management in H1 FY26 before hiring a Channel AE
Own channel sales number and drive pipeline alongside Fivetran AEs and resellers in Year 1
Engage regularly with Fivetran field teams and leadership to align on territory based partner strategy, resources, and execution

Skills We’re Looking For

Extensive experience in developing and executing successful channel sales strategies, with a strong understanding of reseller dynamics and partner ecosystems within the SaaS industry.
Exceptional interpersonal and communication skills to build and maintain strong relationships with channel partners, ensuring alignment and mutual growth.
Demonstrated ability to lead and mentor a small sales team, fostering a collaborative environment that drives performance and motivates team members to achieve their goals.
Strong analytical and problem-solving abilities to assess market trends, partner performance, and sales metrics, enabling data-driven decision-making to optimize channel strategies.
Experience in creating and implementing sales training programs and tools that empower partners to position and sell the product effectively, driving revenue growth and partner success.

#LI-REMOTE #LI-DH1

The pay range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the target position and level. Our pay ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The pay range is subject to change and may be modified in the future. Your recruiter can share more about the specific pay range for your location during the hiring process.

This range represents base salary only and does not include incentive for sales roles, equity, or benefits, if applicable.

Pay Range

$158,479—$198,099 USD

Perks and Benefits

100% employer-paid medical insurance*
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

To learn more about our candidate privacy policy, you can read our statement here.

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.