VP Channel (m/f/d)

We are looking for a results-driven and experienced VP Channel to accelerate growth through partners and help us reach our vision of The European Choice in service management – building the undisputed European leader in the market and a strong alternative to the global players in our space. This role is pivotal to our organization, with two thirds of our revenue driven through or with our partners. The ideal candidate will drive stronger execution with existing partnerships and forge new strategic alliances that align with our long-term business objectives, particularly within IT Service Management (ITSM) and Enterprise Service Management (ESM).

The VP Channel will drive partner strategy and be accountable for partner execution and business results across our organization in close collaboration with our field sales leaders, managing a small direct team and providing dotted line leadership for all partner facing roles in our field teams.

Key Performance Indicators (KPIs)
The success of this role will be measured using the following metrics, which directly contribute to our broader revenue goals

• New Partner Acquisition: Number and quality of new partners recruited in target regions (Germany, Spain, Sweden) and alignment with strategic alliances.
• Revenue Growth via Partners: Increase in partner-driven Annual Contract Value (ACV), opportunity size, and pipeline volume (# and $).
• Partner Retention and Performance: Improvement in partner Gross Revenue Retention (GRR) and Net Revenue Retention (NRR).
• Partner and Customer Satisfaction: Regularly measured partner and customer satisfaction, tracking improvements and identifying actionable insights.

• Partner Retention and Success
  1. Improve partner GRR and NRR by implementing processes that prioritize customer retention and expansion.
  2. Enable partners to execute Maintenance-to-Subscription (M2S) transitions effectively, maximizing long-term revenue opportunities.
  3. Driving the rhythm of business for partners by monitoring and analyzing partner performance metrics in a regular cadence to identify trends and opportunities for growth.
• New Partner Acquisition
  1. Identify, recruit, and onboard high-value partners in target regions (Germany, Spain, Sweden), with a focus on synergy with major industry players.
  2. Develop structured partnership strategies, ensuring alignment with company growth objectives and market demands.
  3. Build a predictable partner acquisition model that delivers measurable revenue impact.
• Revenue and Opportunity Growth
  1. Drive measurable improvements in partner opportunity creation, including growth in pipeline volume (# and $) and average deal size.
  2. Collaborate with Sales and Marketing to accelerate partner pipelines for cloud-based solutions and secure new customer acquisitions through partners.
  3. Align partner performance with ACV growth, ensuring a focus on repeatable, sustainable revenue contributions.
• Partner Program Design and Execution
  1. Redesign channel programs to optimize resource allocation and ROI on channel investments as well as the company’s reach and impact within the ITSM/ESM landscape.
  2. Roll out scalable frameworks for partner management, including enablement resources, business plans, and joint go-to-market strategies.
  3. Ensure seamless adoption of processes and tools by channel managers and partners to drive consistent execution.
• Operational Excellence and Collaboration
  1. Develop and maintain tools, playbooks, and processes to streamline partner engagement and management.
  2. Establish clear reporting mechanisms to track partner performance and ensure alignment with corporate objectives.
  3. Work closely with channel managers and sales leaders to influence day-to-day execution and align on quarterly GTM priorities.

• Experience
  1. 5+ years in a channel leadership position
  2. 10+ years in channel sales, strategic sales, or business development, with proven experience in growing partner ecosystems.
  3. Ability to design, implement, and scale partner management processes that drive measurable revenue growth.
  4. Strong understanding of global partnerships and GTM strategies, particularly in IT Service Management (ITSM) or Enterprise Service Management (ESM).
  5. Ability to collaborate effectively with cross-functional teams to drive strategic targets.
• Skills and Competencies
  1. Strong analytical and financial skills to track performance metrics and drive data-informed decisions.
  2. Exceptional relationship-building and negotiation skills, with the ability to influence stakeholders at all levels.
  3. Advanced communication skills in English (German proficiency strongly preferred).
  4. Ability to travel domestically and internationally to engage with partners and internal teams.
• Attributes
  1. Strategic thinker with a focus on operational execution and measurable results.
  2. Collaborative leader with a proactive, solutions-oriented approach.
  3. Demonstrated ability to lead and execute organizational strategies at a senior management level in a fast-paced, matrix environment.

This role offers a unique opportunity to shape the future of our partner ecosystem and directly contribute to the company’s long-term growth. As the VP Channel, you’ll drive strategic initiatives, influence cross-functional teams, and create meaningful partnerships that deliver exceptional value.

Send us your application, including your salary requirements and earliest possible starting date, directly through our online portal via the "Apply for this job" button. If you have any questions, please do not hesitate to contact Johannes Taglieber.
We ask for your understanding that MATRIX42 can only accept applications online via the applicant portal in connection with our applicant management system due to the currently valid EU data protection regulations.