Director, Channel Sales - US & EMEA

SAI360

7d•$160,000 - $180,000•Remote

About The Position

SAI360 is looking for a Director, Channel Sales - US & EMEA to join their team. This role is responsible for developing, building, and managing a high-performing indirect sales channel ecosystem across the United States and EMEA regions. The focus is on identifying, recruiting, onboarding, and scaling partners to drive revenue growth in these markets. The ideal candidate will possess strong sales leadership skills, deep channel expertise, strategic relationship management capabilities, and the ability to develop and execute go-to-market strategies across diverse geographies and time zones.

Requirements

Extensive enterprise software sales experience, including several years in channel management or a similar function.
Proven track record of building, scaling, and managing successful indirect sales channels.
Demonstrated success achieving revenue targets within US and/or EMEA markets.
Experience managing geographically dispersed teams and partners across multiple time zones.
Strong understanding of SaaS business models, licensing, and subscription economics.
Proficiency with CRM platforms and channel partner management tools.
Excellent written and verbal communication skills with the ability to present to executive audiences.
Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent work experience.
Willingness to travel approximately 20-30% for partner meetings, training, and company events.

Nice To Haves

Experience with compliance and risk management software solutions.
Experience working in fast-growth technology companies.
Understanding of partner ecosystems across US and EMEA markets.
Experience with channel analytics tools and predictive pipeline forecasting.
Multilingual capabilities.
MBA or other advanced business degree.
Experience with partner portal development and channel enablement platforms.
Demonstrated success launching new markets or geographic expansions.

Responsibilities

Develop and execute comprehensive channel strategy for US and EMEA regions.
Identify market opportunities and determine the optimal partner mix including resellers, integrators, VARs, and consultants.
Create a 3-5 year channel roadmap aligned with company growth targets.
Establish market-specific go-to-market strategies accounting for regional variations.
Set revenue targets and performance metrics by geography and partner.
Identify, evaluate, recruit, and onboard strategic channel partners.
Negotiate partner agreements, pricing, territories, and performance commitments.
Build partner business plans and establish clear performance expectations and KPIs.
Provide ongoing coaching, training, and enablement to partner organizations.
Conduct quarterly business reviews with key partners.
Co-develop marketing and demand generation campaigns with strategic partners.
Drive partner revenue growth through incentive programs, joint planning, and performance management.
Establish and maintain partner pipeline visibility while forecasting and reporting channel revenue.
Develop tiered partner programs with progressive benefits.
Collaborate closely with Product, Marketing, Customer Success, Finance, and Legal teams to ensure partner success.
Serve as the primary executive contact for strategic partners and maintain C-level relationships.
Represent SAI360 at industry events, partner conferences, and trade shows.
Develop thought leadership around channel strategy and market trends.