Channel Sales Manager

Role Overview

Our client is seeking a Regional Vice President, Partner Ecosystems with a proven background in SaaS channel development to lead and expand its partner-led growth strategy across the Americas. Reporting to the global channel leadership team, this role is responsible for leading both Partner Success and Partner Acquisition functions, driving the growth, enablement, and performance of a high-impact partner ecosystem.

This is a strategic leadership position focused on building scalable indirect revenue channels across North and South America. You will be responsible for developing and executing regional channel strategies, growing a network of distributors, resellers, systems integrators, and referral partners, while ensuring partners are fully enabled to generate pipeline and deliver value to customers.

Working cross-functionally with Sales, Marketing, Revenue Operations, Product, and Customer Success, you will help shape partner programmes, optimise channel performance, and accelerate growth through a thriving partner ecosystem.

Key Responsibilities

• Lead the execution of the indirect sales and channel strategy across the Americas, driving partner acquisition, onboarding, activation, and long-term growth.
• Manage, coach, and develop regional Partner Success and Partner Acquisition teams.
• Identify, recruit, and develop high-value channel partners that align with the company's growth objectives.
• Collaborate with global channel leadership to implement scalable partner programmes, enablement initiatives, and incentive structures.
• Build joint business plans with strategic partners, ensuring shared accountability for pipeline generation and revenue targets.
• Monitor partner performance, identifying opportunities to improve onboarding, enablement, engagement, and retention.
• Develop strong executive relationships with key partners to maximise long-term collaboration and commercial success.
• Champion the adoption of partner relationship management (PRM) platforms and performance reporting to improve visibility and operational effectiveness.
• Provide market intelligence and partner feedback to influence product direction, channel strategy, and programme enhancements.

Requirements

• 3 years' experience in B2B SaaS channel, partner, alliance, or distribution roles, including at least 2 years leading regional partner-facing teams.
• Proven success developing and executing indirect go-to-market strategies across the Americas.
• Strong understanding of channel ecosystems, including distributors, resellers, systems integrators, managed service providers, and referral partners.
• Demonstrated ability to build, scale, and optimise partner programmes that consistently generate partner-sourced pipeline and revenue.
• Strong leadership and coaching skills with experience managing geographically dispersed teams.
• Experience overseeing partner onboarding, enablement, engagement, and lifecycle management.
• Excellent communication, stakeholder management, and relationship-building skills.
• Familiarity with Partner Relationship Management (PRM) platforms and data-driven partner performance management.
• Comfortable operating within a fast-paced, high-growth SaaS environment where priorities evolve quickly.