Director, Channel Sales – US & EMEA

SAI360

. Develop and execute comprehensive channel strategy for US and EMEA regions .

Posted 10/9/2026full-timeRemote • United StatesLead💰 $160,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing channel strategies, managing partner relationships, and achieving revenue targets in the US and EMEA markets. Proficient in channel partner management, CRM platforms, and SaaS business models, with strong communication skills for engaging with executive audiences.

Highest-signal resume keywords

Channel Strategy DevelopmentPartner Relationship ManagementRevenue Target AchievementSaaS Business Model UnderstandingCRM Platform Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel ManagementIndirect Sales Channel DevelopmentMarket Opportunity IdentificationPerformance Metrics SettingPartner OnboardingNegotiation SkillsChannel AnalyticsPredictive Pipeline ForecastingPartner Portal DevelopmentCompliance and Risk Management

Soft Skills

Excellent Communication SkillsCoaching and TrainingCollaborationThought Leadership

Tools & Technologies

CRM PlatformsChannel Partner Management ToolsChannel Enablement Platforms

Industry Keywords

Enterprise Software SalesSaaSEMEA MarketPartner EcosystemsFast-Growth Technology Companies

About the role

Key responsibilities & impact

Develop and execute comprehensive channel strategy for US and EMEA regions
Identify market opportunities and determine the optimal partner mix including resellers, integrators, VARs, and consultants
Create a 3-5 year channel roadmap aligned with company growth targets
Establish market-specific go-to-market strategies accounting for regional variations
Set revenue targets and performance metrics by geography and partner
Identify, evaluate, recruit, and onboard strategic channel partners
Negotiate partner agreements, pricing, territories, and performance commitments
Build partner business plans and establish clear performance expectations and KPIs
Provide ongoing coaching, training, and enablement to partner organizations
Conduct quarterly business reviews with key partners
Co-develop marketing and demand generation campaigns with strategic partners
Drive partner revenue growth through incentive programs, joint planning, and performance management
Establish and maintain partner pipeline visibility while forecasting and reporting channel revenue
Develop tiered partner programs with progressive benefits
Collaborate closely with Product, Marketing, Customer Success, Finance, and Legal teams to ensure partner success
Serve as the primary executive contact for strategic partners and maintain C-level relationships
Represent SAI360 at industry events, partner conferences, and trade shows
Develop thought leadership around channel strategy and market trends

Requirements

What you’ll need

Extensive enterprise software sales experience, including several years in channel management or a similar function
Proven track record of building, scaling, and managing successful indirect sales channels
Demonstrated success achieving revenue targets within US and/or EMEA markets
Experience managing geographically dispersed teams and partners across multiple time zones
Strong understanding of SaaS business models, licensing, and subscription economics
Proficiency with CRM platforms and channel partner management tools
Excellent written and verbal communication skills with the ability to present to executive audiences
Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent work experience
Willingness to travel approximately 20-30% for partner meetings, training, and company events
Experience with compliance and risk management software solutions
Experience working in fast-growth technology companies
Understanding of partner ecosystems across US and EMEA markets
Experience with channel analytics tools and predictive pipeline forecasting
Multilingual capabilities
Experience with partner portal development and channel enablement platforms
Demonstrated success launching new markets or geographic expansions

Benefits

Comp & perks

PTO leave
Quarterly wellness days
EAP program
Comprehensive healthcare benefits
Performance-based bonus incentives
401(k) match (US) / Pension contributions (UK)
Flexible work arrangements
Learning and development programs
Wellness programs and mental health support
Remote-first hiring strategy