Director, North America Partner Sales

SysAid Technologies•Phoenix, AZ

16h

About The Position

SysAid's North American partner channel is being built from the ground up, and this role is the keystone hire. As Director, NA Partner Sales, you won't be inheriting a team or a playbook. You'll be hiring the CAMs, helping build the operating model, and personally closing the partnerships that anchor the program's first year. You'll report directly to the SVP of Sales and work in close coordination with Sales Leadership, RevOps, Marketing, and Customer Success. The foundation is in place with signed agreements across a first wave of partners; a partner portal and co-brand toolkit; and an 8-pillar channel maturity framework guiding the build. What's missing is the leader who can execute against it and build a team that scales.

Requirements

You've led channel programs before and carried the number
6-10+ years in channel sales, partner management, or B2B SaaS GTM, with at least 3 years in a people-leadership role
Built or rebuilt a partner program in a growth-stage SaaS company, not just maintained one
Carried a partner-sourced revenue target and hit it, including the quarters where the pipeline wasn't there yet
Deep familiarity with VAR/reseller economics, deal registration mechanics, and partner incentive design
Salesforce as a system of record: you know what a clean channel pipeline looks like and you enforce it
You hire people who excel at execution, and you empower them to do their best work.
You're in deals alongside your CAMs: you don't manage from the dashboard.
You give the ELT an honest read on the business, even when the news isn't good.
You treat the playbook as a living document: you write it, test it, and revise it based on what the field tells you.
You thrive in the ambiguity of a build-mode program and create clarity for your team even when you don't have all the answers.

Nice To Haves

ITSM, ITOM, or IT management industry background is a strong advantage

Responsibilities

Build & lead the NA CAM team
Hire, onboard, and develop 2-3 Channel Account Managers in Q2/Q3: you're accountable for their ramp
Set territory design and partner portfolio allocation across the CAM team
Coach CAMs through deal reg, co-sell mechanics, and partner QBR execution
Own the 30/60/90 ramp model for each CAM and hold it
Define and maintain the operating rhythm: weekly pipeline reviews, partner health reporting, escalation paths
Own the NA partner revenue number
Carry and hit the partner-sourced pipeline and revenue target for North America
Personally lead co-sell motions on strategic accounts and anchor partnerships
Drive deal registration discipline across the team: pipeline health is a team accountability, starting with you
Identify and close 3-5 net-new partners in H1 to expand geo and vertical coverage
Operationalize the channel program
Own the NA channel playbook: co-write it, pressure-test it with your CAMs, update it when reality diverges
Drive deal registration automation adoption across SFDC, the partner portal, and Slack-based workflows
Establish and run partner QBR cadence for Top Partners
Represent NA channel performance at ELT reviews: bring clean data, clear narrative, honest forecast
Identify the critical unblocking decisions each quarter (resourcing, tooling, incentives, RoE) and drive them to resolution with the SVP of Sales
Enable partners & internal teams
Ensure all active partners can demo Agentic AI and Copilot capabilities independently within 60 days of activation
Enable SysAid AEs on channel co-sell mechanics: partners aren't a distraction; they're pipeline multipliers
Feed partner and competitive intelligence back into product, marketing, and the GTM framework: ServiceNow displacement, Freshservice, Halo
Collaborate with RevOps on SFDC sprint priorities that unblock the channel workflow