Channel Director

Summary

Join 1Password as the Director, Channel Sales EMEA, a remote UK-based role reporting to the VP of EMEA Sales and VP Channel Sales & Alliances. You will be responsible for expanding channel partner relationships to drive revenue growth and market reach. This senior role requires developing and managing channel sales strategies, building a high-performing team, and fostering strong partner relationships. Success in this position demands a proven track record in channel sales management, strategic planning, and team leadership within a SaaS environment. The role involves frequent collaboration with internal teams and occasional travel within EMEA, Canada, and the USA. 1Password offers a comprehensive benefits package including health coverage, parental leave, wellness programs, retirement matching, and professional development opportunities.

Requirements

• 7 + years of relevant partnerships, sales or business development experience with 2+ years experience directly managing people Channel Sales Managers
• Experience within a cloud-native, technical infrastructure SaaS business, and track record of managing a predictable and repeatable recurring revenue business model
• Proven track record of success in channel sales management and the ability to build and maintain strong relationships with partners
• Proven success in driving comprehensive channel sales to achieve revenue targets and expand market presence
• Proven experience as a strategic builder - the personal drive and enthusiasm to successfully navigate a growing company in an evolving marketplace
• Experience implementing complex strategy and operational improvements
• Measurable success in improving sales enablement, hiring practices, productivity, sales strategy and programs
• Track record of leading channel teams through rapid growth
• Experience developing processes and strategies that enable the channel organization to scale with the business

Responsibilities

• Develop and implement and manage the channel sales strategy to achieve company sales objectives
• Develop and maintain strong relationships with existing partners to drive mutual growth
• Monitor, analyze, and report on the performance of channel partners
• Implement performance improvement plans and strategies to maximize sales and profitability
• Provide ongoing training, support, and resources to channel partners
• Work closely with internal teams, including marketing, product development, and customer support, to ensure alignment and support for channel partners
• Stay informed about industry trends, competitive landscape, and market conditions to identify opportunities and challenges in the channel sales environment
• Build & develop a world class channel partner team that drives sell through and sell with strategies for distribution and resale implementation of our solutions
• Recruit, develop, and drive business with key industry and market leading distributors & resellers
• Lead implementation of systems, programs and tooling to support channel partners with means to competently represent, support and implement our solutions and efficiently conduct business with 1Password
• Develop short and long-term market strategy and forecasts through analysis and interpretation of results and communicate partner activities, execution and productivity with the senior management team
• Work cross functionally with product, finance, people team and operations to secure the necessary support, resourcing and operational capabilities for highly effective channel sales programs and delivery
• Leverage strong channel relationships, consistently collecting and providing feedback on partner and channel customer needs, market trends, and opportunities for continuous process, product, and solution improvement
• Recruit, inspire, lead, mentor, motivate and instill operational rigor into the channel organization, to capitalize on the market opportunity for 1Password

Benefits

• Maternity and parental leave top-up programs
• Wellness spending allowance
• Generous PTO policy
• Company-wide wellness days off scheduled throughout the year
• Wellness Coach membership
• Comprehensive health coverage
• Company equity for all full-time employees
• Retirement matching program
• Training budget, 1Password University access, and learning sessions
• Free 1Password account (and friends and family discount!)
• Paid volunteer days
• Employee-led DEIB programs and ERGs and ECGs
• Fully remote environment
• Peer-to-peer recognition through Bonusly