Head of Channel Sales

About the RoleThe Head of Channel Sales will be responsible for designing, executing, and scaling the global channel sales strategy. This senior leadership role requires a proven track record in building and managing partner and channel ecosystems, signing new partners and distributors—particularly within the Enterprise SaaS and cybersecurity markets—and driving measurable revenue growth.The position will play a critical role in expanding market reach, strengthening long-term relationships with strategic partners, and ensuring operational excellence across the channel organization.

Key Responsibilities

- Define and implement the channel go-to-market strategy aligned with global sales and revenue objectives.
- Acquire and manage elite partners (ISVs, MSPs, distributors) to expand reach into new markets.
- Lead, mentor, and scale a high-performing Channel Sales team focused on driving indirect sales through resellers, distributors, and system integrators.
- Recruit, onboard, and enable strategic partners to ensure strong product knowledge and compelling value propositions.
- Design and execute partner programs to increase engagement, pipeline, and revenue performance.
- Establish and monitor key channel metrics (pipeline growth, sourced revenue, deal velocity, ROI).
- Act as an executive point of contact for top-tier partners, managing escalations and fostering collaboration.
- Collaborate with Sales, Marketing, Product, and Customer Success teams to align messaging, pricing, and market positioning.
- Drive operational excellence in partner management processes, tools (e.g., PRM systems, Salesforce), and forecasting.
- Identify new channel opportunities and target markets to accelerate growth and geographic expansion.
- Stay informed on market trends, cybersecurity developments, competitive dynamics, and partner needs to refine strategy and inform product development.

Requirements

- 7+ years of experience in Channel Sales, Partner Management, or Business Development within technology/SaaS; minimum 3 years in a leadership role.
- Proven expertise in the cybersecurity sector (solutions, platforms, or services), ideally combined with SaaS and data privacy exposure.
- Demonstrated success in building and scaling channel ecosystems and delivering strong revenue impact.
- Experience managing enterprise-level partners and complex multi-tier sales models.
- Strong negotiation and relationship-building skills with C-level partner executives.
- Excellent strategic thinking with a data-driven approach to decision-making.
- Deep knowledge of channel models, partner incentives, and PRM/CRM platforms (e.g., Salesforce, HubSpot).
- Outstanding communication and presentation skills, with the ability to influence stakeholders.
- Fluent English and Spanish (spoken and written); additional languages are a plus.
- Familiarity with SaaS deployment, enterprise licensing, and sales cycles. Technical acumen in cybersecurity, AI-based products, or privacy technologies is highly desirable.

Preferred Soft Skills

- Entrepreneurial mindset with the ability to thrive in fast-paced, scaling environments.
- Collaborative leadership style with a focus on empowerment and accountability.
- Resilience and adaptability in dynamic markets.
- Strong problem-solving capabilities with a data-driven approach.

The Opportunity

This is an opportunity to join an international, fast-growing SaaS company at a pivotal moment of expansion. The role offers direct collaboration with the C-level team and cross-functional leaders, with the chance to shape global growth strategy and make a measurable impact. The organization is backed by international investors and operates with a multicultural, remote-first team culture that values flexibility, agility, and innovation.

#J-18808-Ljbffr