What are the responsibilities and job description for the Sales Leader - Channels position at VTEX?
About The Role
The Sales Leader - Channels is responsible for building, maintaining and scaling VTEX's strategic Channel ecosystem across the United States. This role will develop relationships with Global and Regional System Integrators, Digital Agencies, Technology Partners, Selected ISVs and Consulting Firms to create sustainable revenue growth through joint go-to-market initiatives.
As a strategic Individual Contributor, you'll identify new partnership opportunities, enable partners to successfully position VTEX, and drive channel-sourced and channel-influenced pipeline in close collaboration with Sales, Marketing, Solution Engineering, Product, and Commerce Engineering teams.
This is a highly cross-functional role requiring strong commercial acumen, executive relationship management, and experience building successful enterprise partnerships within the SaaS ecosystem.
What You Will Do
VTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).
Founded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit www.vtex.com.
At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.
The Sales Leader - Channels is responsible for building, maintaining and scaling VTEX's strategic Channel ecosystem across the United States. This role will develop relationships with Global and Regional System Integrators, Digital Agencies, Technology Partners, Selected ISVs and Consulting Firms to create sustainable revenue growth through joint go-to-market initiatives.
As a strategic Individual Contributor, you'll identify new partnership opportunities, enable partners to successfully position VTEX, and drive channel-sourced and channel-influenced pipeline in close collaboration with Sales, Marketing, Solution Engineering, Product, and Commerce Engineering teams.
This is a highly cross-functional role requiring strong commercial acumen, executive relationship management, and experience building successful enterprise partnerships within the SaaS ecosystem.
What You Will Do
- Develop and execute the US channel strategy aligned with VTEX's commercial objectives.
- Recruit, onboard, and grow strategic System Integrators, Agencies, and Technology Partners.
- Build executive relationships with partner leadership teams.
- Drive channel-sourced and channel-influenced revenue across the US region.
- Create and execute joint business plans, GTM initiatives, co-selling motions, and marketing activities.
- Enable partners through training, certifications, business planning, and sales engagement.
- Collaborate closely with Sales leadership to identify opportunities where partners can accelerate enterprise deals.
- Work alongside Marketing to execute joint events, webinars, campaigns, and field initiatives.
- Monitor channel performance through pipeline, bookings, certifications, and engagement metrics.
- Maintain accurate forecasting and reporting.
- Represent VTEX at partner events, conferences, executive briefings, and customer meetings.
- Act as the voice of partners internally, providing feedback to Product, Commerce Engineers, and Leadership teams.
- You are based in the NYC or Miami area, and willing to attend the office 4 days per week.
- You have 6 years of experience in Channel Management, Channel Sales, Alliances, or Business Development within Enterprise SaaS, preferable Commerce.
- You have a Sales Mindsight and understand the impact of Channels, mainly SIs in the pipeline strategy.
- You have successfully managed relationships with Global System Integrators, Digital Agencies, or Technology Partners.
- You understand enterprise software buying cycles and channel-led sales motions.
- You have a strong track record of driving measurable channel-sourced revenue.
- You excel at influencing without authority across multiple internal and external stakeholders.
- You are strategic but equally comfortable executing tactical initiatives.
- You possess excellent executive communication and presentation skills.
- You are highly analytical and experienced managing forecasts, KPIs, and channel business plans.
- Experience in Digital Commerce or Retail Technology is highly preferred.
- Hubspot experience is a plus.
- Willingness to travel for partner meetings, customer engagements, and industry events.
- Open Paid Time Off policy
- Medical Insurance
- Commuter Benefits
- Extended maternity and paternity leave
- Disability & Life insurance
- Safe Harbor 401(k)
- Free Shipping on All VTEX Stores
- VTEX Language
- Reading incentive
VTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).
Founded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit www.vtex.com.
At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.