Director, Channel Sales – US & EMEA

Job Description:

• 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

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
• 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
• Experience with partner portal development and channel enablement platforms
• Demonstrated success launching new markets or geographic expansions

Benefits:

• PTO leave
• Quarterly wellness days
• EAP program
• Comprehensive healthcare benefits
• Performance-based bonus incentives
• 401(k) match (US) / Pension contributions (UK)
• Flexible work arrangements
• Learning and development programs
• Wellness programs and mental health support
• Remote-first hiring strategy