Director, Channel Sales

Summary

Join Instabase's growing team as Director of Channels and lead the global partner ecosystem strategy. Develop and execute a comprehensive channel strategy, identifying and onboarding new partners. Cultivate strong relationships with key partners, ensuring they have the necessary tools and support to succeed. Drive channel sales growth, monitor performance, and forecast sales. Collaborate with internal teams to align partner offerings with company objectives. Stay updated on market trends and share insights with leadership. Establish and track KPIs to measure channel sales effectiveness. The ideal candidate will have 8+ years of experience in channel sales, a proven track record of driving global revenue growth, and strong leadership skills.

Requirements

• 8+ years of experience in channel sales, partner management, or business development, with at least 3-5 years in a leadership capacity
• Proven track record of success in driving channel revenue growth on a global scale, ideally in [industry/technology/software/SaaS]
• Strong experience in managing partner relationships, building high-performing teams, and delivering measurable results
• Strong understanding of global channel sales models, partner ecosystems, and indirect sales strategies
• Exceptional communication, negotiation, and relationship-building skills
• Strong analytical and problem-solving abilities, with experience in forecasting, pipeline management, and sales reporting
• Ability to manage complex, cross-functional projects in a fast-paced, global environment
• Strategic thinker with the ability to align business objectives with channel partner capabilities

Responsibilities

• Develop and execute a comprehensive global channel strategy that aligns with company growth objectives and market needs
• Identify, recruit, and onboard new channel partners across different regions and verticals
• Cultivate and manage relationships with key strategic partners, resellers, distributors, and system integrators
• Work closely with regional sales teams to adapt channel strategies to local market conditions while maintaining global alignment
• Partner with field teams on partner enablement initiatives to ensure strategic partners have the tools, training, and resources they need to succeed
• Collaborate with the marketing team to create effective go-to-market campaigns and partner promotions
• Provide ongoing support and guidance to partners, including regular business reviews, performance tracking, and issue resolution
• Own the global channel sales target, driving both revenue growth and pipeline generation through partners
• Monitor and analyze channel sales performance, working with partners to optimize sales strategies and ensure targets are met
• Forecast channel sales performance, providing regular reports to leadership on progress and opportunities
• Work cross-functionally with product, marketing, and operations teams to align partner offerings with product roadmaps, promotional activities, and customer success initiatives
• Collaborate with the regional sales teams to drive joint sales motions, co-selling opportunities, and partner-driven revenue
• Participate in the development and refinement of the company’s partner ecosystem policies, processes, and tools
• Stay current on market trends, customer needs, and competitive landscape to identify growth opportunities
• Share insights with leadership to inform product development, marketing strategies, and sales tactics
• Establish and track KPIs to measure the effectiveness of channel sales activities
• Prepare and present regular business reviews with senior leadership to discuss partner performance, opportunities, and challenges