Director, Partnerships & Channel Sales, US

Job Title:

Director, Partnerships & Channel Sales, US

Job Category:

Director

Reports to:

Managing Director, Global Partnerships

Position Type:

Full-Time

Overview

The Director, Partnerships & Channel Sales, US is responsible for building, scaling, and leading the organization’s US partnerships and channel ecosystem. This individual will develop high-impact alliances, drive indirect revenue growth, and expand market reach through strategic partners.

This role plays a critical part in shaping the company’s go-to-market strategy by identifying, onboarding, and enabling partners who accelerate growth and deliver customer value.

Job Description

Duties and Responsibilities:

• Develops and executes a comprehensive partnerships and channel sales strategy aligned with company growth objectives
• Identifies, recruits, and onboards strategic partners, including resellers, distributors, technology partners, and system integrators
• Builds and manages a high-performing partner ecosystem that drives measurable revenue impact through operational rigor and nurturing partner relationships to maximize partnership potential  
• Establishes and optimizes partner programs, including incentives, enablement resources, and performance metrics
• Collaborates cross-functionally with Sales, Marketing, Product, and Client Experience teams to ensure partner alignment and success
• Negotiates and structures partnership agreements to maximize mutual value
• Increases top of funnel opportunities to support organizational Sales targets
• Tracks, analyzes, and reports on partner performance, pipeline, and revenue contribution
• Champions data integrity across our GTM platforms (Salesforce, Gong, Monday.com)
• Leads, mentors, and develops a partnerships and channel sales team (if applicable)
• Represents the organization at industry events, conferences, and partner engagements
• Ability to work EST or CST business hours

Knowledge, Skills, and Abilities

• 5-10+ years of experience in partnerships, channel sales, business development, or related fields
• Demonstrated experience managing partnerships and channel sales within CRM system (Salesforce preferred)
• Demonstrated success in building and scaling partner ecosystems and driving indirect revenue growth
• Strong understanding of channel sales models, including reseller, referral, OEM, and alliance partnerships
• Experience in SaaS, technology, or other high-growth environments preferred
• Exceptional relationship-building, negotiation, and communication skills
• Strategic mindset with strong analytical and problem-solving capabilities
• Ability to operate effectively at both strategic and tactical levels in a fast-paced environment
• Prior experience leading and developing high-performing teams is preferred
• Prior experience within Financial Services or Healthcare industry is preferred
• Prior experience implementing a partner tiering framework is preferred

Attributes that will drive success:

• Growth in channel-sourced and influenced revenue
• Expansion and quality of the active partner network
• Systematic, analytical approach to partner development
• Partner pipeline generation and conversion rates
• Tech savvy, able to adapt to emerging technologies
• Partner engagement, enablement, and retention
• Time-to-productivity for newly onboarded partners

Qualifications and Experience