Job description

We are seeking a Director of Channel Sales for a full time and direct hire role for one of our amazing software partners. This is a remote role but does require a lot of travel.

Overview

We are looking for a dynamic and entrepreneurial Director of Channel Sales to lead the global partner ecosystem. Their mobile platform product helps field teams worldwide collect and use data to digitize inspections, audits, and safety workflows. They work with industries like water, gas and electric utilities, government and AEC (Architecture, Engineering and Construction). This is a foundational role with end-to-end ownership of the channel sales motion. It includes partner recruitment, enablement, co-selling, and GTM strategy. This is a high-impact role where you will define and execute the partner strategy to accelerate revenue growth, extend geographic and vertical reach, and scale adoption of this mobile data collection platform. We need someone who can bring a passion for ecosystem development, deep experience in SaaS, GIS-related solutions, and a strong bias for execution in high-growth environments.

Responsibilities:

You will build the company's channel strategy from the ground up. This includes program tiers, enablement, incentives, co-selling models, and partner lifecycle management. You will define the structure for engaging strategic consulting partners, value-added resellers, system integrators and technology partners.
Identify, recruit, and activate partners that align with their target markets and buyer personas. You will lead the end-to-end onboarding, training, and joint success planning.
Collaborate with the marketing and sales teams to develop joint GTM plans, messaging, co-branded campaigns, and partner sales tools. You will enable partners to identify, qualify, and close opportunities that is often through joint selling motions.
Revenue ownership & forecasting to deliver measurable revenue contribution via indirect channels. Develop repeatable motions to generate pipeline and track partner influence on sales velocity.
Negotiate and manage partner agreements, pricing models and performance-based incentives to ensure contractual alignment with the strategic and financial goals.
Build training and certification programs to empower partners with the company's product knowledge, vertical use cases, and positioning. Act as the voice of the partner internally to help evolve roadmap and customer support.
Measure performance by defining and tracking KPIs across pipeline contribution, revenue influence, partner satisfaction, and certification levels. Provide regular reporting and strategic insights to executive leadership.

Requirements:

5-7+ years in SaaS channel sales, alliances, or business development.
GIS, mobile data collection, or field operations software experience is strongly preferred.
Strong successful track record in channel sales with a demonstrated ability to build and scale partner programs that materially impact ARR.
Understand the market and industries such as utilities, infrastructure, energy, government, and AEC.
Passion for building and creating processes in a scale-up environment.
Strong executive presence, persuasive storytelling, and proven ability to influence across internal and external stakeholders.
Skilled in negotiating commercial agreements and creating win-win structures.
Data-driven mindset with the ability to translate insights into strategy and use metrics to iterate and optimize.
Willingness to travel to support key partners, attend events, and lead in-person meetings (average 30% of the time).

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.

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