What are the responsibilities and job description for the Director of Channel Sales and Partnerships position at Crawford Thomas Recruiting?
Director of Partner Sales (Channel & Alliances)
Location: Atlanta, GA (30346)
Work Arrangement: Hybrid (local candidates only)
Compensation: $150,000 – $180,000 base minimum 40% bonus (uncapped earning potential)
About The Opportunity
Our client is a global technology organization operating at the intersection of SaaS, IoT, and data-driven mobility solutions. Backed by a well-established international brand, they are currently undergoing a major growth transformation across go-to-market strategy, product innovation, and talent investment.
This is a unique opportunity to join a high-growth division focused on helping enterprise B2B customers optimize operations through real-time data, analytics, and connected technologies.
Position Overview
Our client is seeking a Director of Partner Sales to build and lead their channel and partnership strategy across North America.
This is not a traditional leadership role.
This individual will start as a hands-on, quota-carrying individual contributor, responsible for building the partner/channel function from scratch, generating pipeline, and closing initial deals. Once the foundation is established, this role will evolve into building and leading a team.
The ideal candidate brings a strong background in SaaS partner/channel sales, combined with a proven ability to create, execute, and scale new revenue streams in ambiguous, high-growth environments.
Key Responsibilities Develop and execute a partner/channel sales strategy from the ground up Identify, recruit, and onboard strategic partners (VARs, resellers, alliances) Generate pipeline and personally close new business through partner channels Build and manage a scalable partner ecosystem aligned with revenue goals Structure and negotiate partnership agreements that drive mutual success Collaborate cross-functionally with sales, marketing, and product teams Track and analyze performance metrics to optimize partner-driven revenue Provide guidance, enablement, and support to partner sales organizations Stay informed on market trends, competitive landscape, and growth opportunities Travel up to 50% for partner and customer engagement Required Qualifications 7 years of B2B SaaS sales experience 3 years in partner/channel sales or alliances leadership Proven track record of carrying a quota and closing revenue Experience building or scaling partner programs, channels, or new markets Strong understanding of enterprise sales cycles and indirect sales models Demonstrated ability to operate in high-growth or build-from-scratch environments Excellent communication, negotiation, and relationship-building skills Bachelor’s degree required (Master’s preferred) Preferred Qualifications Experience in a startup or high-growth SaaS organization Background working with partner ecosystems (VARs, resellers, alliances) Exposure to IoT, fleet management, telematics, or data-driven platforms What Makes This Role Unique True build-from-scratch opportunity with high visibility to leadership Backed by a globally recognized organization with strong resources and stability Clear path to build and lead your own team as the function grows High-impact role with direct influence on revenue strategy and market expansion Important Notes Candidates must be based in the Atlanta, GA area (30346) Relocation assistance is not available for this role,
Location: Atlanta, GA (30346)
Work Arrangement: Hybrid (local candidates only)
Compensation: $150,000 – $180,000 base minimum 40% bonus (uncapped earning potential)
About The Opportunity
Our client is a global technology organization operating at the intersection of SaaS, IoT, and data-driven mobility solutions. Backed by a well-established international brand, they are currently undergoing a major growth transformation across go-to-market strategy, product innovation, and talent investment.
This is a unique opportunity to join a high-growth division focused on helping enterprise B2B customers optimize operations through real-time data, analytics, and connected technologies.
Position Overview
Our client is seeking a Director of Partner Sales to build and lead their channel and partnership strategy across North America.
This is not a traditional leadership role.
This individual will start as a hands-on, quota-carrying individual contributor, responsible for building the partner/channel function from scratch, generating pipeline, and closing initial deals. Once the foundation is established, this role will evolve into building and leading a team.
The ideal candidate brings a strong background in SaaS partner/channel sales, combined with a proven ability to create, execute, and scale new revenue streams in ambiguous, high-growth environments.
Key Responsibilities Develop and execute a partner/channel sales strategy from the ground up Identify, recruit, and onboard strategic partners (VARs, resellers, alliances) Generate pipeline and personally close new business through partner channels Build and manage a scalable partner ecosystem aligned with revenue goals Structure and negotiate partnership agreements that drive mutual success Collaborate cross-functionally with sales, marketing, and product teams Track and analyze performance metrics to optimize partner-driven revenue Provide guidance, enablement, and support to partner sales organizations Stay informed on market trends, competitive landscape, and growth opportunities Travel up to 50% for partner and customer engagement Required Qualifications 7 years of B2B SaaS sales experience 3 years in partner/channel sales or alliances leadership Proven track record of carrying a quota and closing revenue Experience building or scaling partner programs, channels, or new markets Strong understanding of enterprise sales cycles and indirect sales models Demonstrated ability to operate in high-growth or build-from-scratch environments Excellent communication, negotiation, and relationship-building skills Bachelor’s degree required (Master’s preferred) Preferred Qualifications Experience in a startup or high-growth SaaS organization Background working with partner ecosystems (VARs, resellers, alliances) Exposure to IoT, fleet management, telematics, or data-driven platforms What Makes This Role Unique True build-from-scratch opportunity with high visibility to leadership Backed by a globally recognized organization with strong resources and stability Clear path to build and lead your own team as the function grows High-impact role with direct influence on revenue strategy and market expansion Important Notes Candidates must be based in the Atlanta, GA area (30346) Relocation assistance is not available for this role,