VP Channel Sales, Americas

IGEL•Fort Lauderdale, FL

3d•Hybrid

About The Position

The VP Channel Sales, Americas leads, develops, and drives IGEL’s go-to-market strategy with its channel ecosystem across the Americas, including VARs, value-added resellers, expert and elite regional resellers, distribution, system integrators, and strategic channel partners. The role defines and executes regional channel strategy, builds scalable partner programs, drives revenue and pipeline growth, and ensures strong partner engagement, enablement, and performance. The position works closely with Sales, Partner Marketing, Product, Customer Success, Services, Enablement, and Operations to deepen engagement with a strategic portfolio of partners. It calls for strong leadership, communication, negotiation, commercial, hands-on, and influencing skills, as well as the ability to build relationships across functions, geographies, and executive levels. The VP is accountable for building a high-performing channel organization, developing executive partner relationships, establishing clear partner governance and cadence, and aligning the channel with IGEL’s revenue growth, customer success, and market expansion priorities. The role reports to the Chief Revenue Officer and is based on-site in Fort Lauderdale, Florida, with a hybrid schedule of four days in the office and one remote day.

Requirements

Strong leadership, communication, negotiation, commercial, hands-on, and influencing skills.
Confidence building relationships across functions, geographies, and executive levels.
Ability to assess partner behavior and understand partner priorities, translating those insights into executive-level strategy and engagement.

Responsibilities

Lead and own the overall Channel Sales strategy for the Americas, including co-sell, partner-led, and distribution-led sales motions.
Develop and execute regional go-to-market plans with strategic partners to drive revenue growth, pipeline generation, market share, and customer success.
Build, lead, and develop the Channel Sales organization, establishing clear priorities, execution discipline, and measurable performance outcomes.
Assess partner behavior and priorities, translating insights into executive-level partner strategy and engagement.
Build strategic business plans with partners covering revenue, enablement, industry focus, joint solutions, services delivery, customer success, and long-term growth.
Establish revenue, pipeline, forecast, and partner performance targets, and ensure accountability through regular business reviews and governance frameworks.
Drive executive alignment with key partners and maintain senior-level relationships across the partner ecosystem.
Ensure partners can successfully position, sell, deliver, and implement IGEL products, solutions, and services.
Build and manage scalable enablement plans to ensure partner resources are skilled in selling, delivering, and supporting IGEL products and solutions.
Develop governance, cadence, and performance-management frameworks with partners and internal stakeholders.
Partner with regional Sales leadership to align channel strategy with enterprise sales priorities, account planning, pipeline development, and customer acquisition.
Collaborate with Partner Marketing on joint campaigns, demand-generation programs, partner communications, and market-awareness initiatives.
Identify new partner opportunities, market trends, and routes to market that support IGEL’s growth objectives across the Americas.
Provide executive-level forecasting, reporting, and insight on channel performance, risks, opportunities, and strategic initiatives.
Represent IGEL externally with partners, customers, and industry stakeholders as a senior channel leader.