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

Preferred Soft Skills

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.

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