Director, Channel Sales – Software

Veralto

. Assess Esko’s existing regional channel approaches and design and launch one global software partner program .

Posted 10/23/2026full-timeRemote • United States, Belgium, Spain, United Kingdom, France, CanadaLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and transforming global B2B software partner programs, with a strong focus on partner recruitment, enablement, and performance accountability. Proven ability to lead multi-region teams and develop strategic relationships with partners to drive channel-driven revenue growth.

Highest-signal resume keywords

Global B2B Software Partner Program DevelopmentChannel Sales ExperiencePartner Recruitment and EnablementPeople Leadership and Team ManagementBusiness-Application Software Channel Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner Agreements DevelopmentProgram Tiers DesignRevenue ForecastingDeal Registration ManagementPerformance Accountability Metrics

Soft Skills

Influencing ExecutivesCross-Functional CollaborationCoaching and Mentoring

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree (Preferred)

Industry Keywords

ERP-Adjacent SoftwarePackaging Industry Experience (Preferred)Print Industry Experience (Preferred)Workflow ManagementManufacturing Industry Knowledge (Preferred)

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Assess Esko’s existing regional channel approaches and design and launch one global software partner program
Define partner types, tiers, eligibility criteria, benefits, obligations, and performance standards
Build partner agreements, discount and margin structures, incentives, deal registration, and rules of engagement with direct sales
Recruit, onboard, certify, and enable partners across Europe, APAC, and Latin America
Prioritize partner coverage gaps by geography, customer segment, and product line
Serve initially as Esko’s first dedicated channel leader
Build and lead a global team, including channel managers in APAC and Latin America
Own global indirect bookings performance and reporting on partner-sourced and partner-influenced pipeline, revenue contribution, partner productivity, and forecast accuracy
Create joint business plans, partner scorecards, pipeline reviews, and quarterly business reviews
Develop executive-level relationships with partners and hold them accountable for forecasting, enablement, and results
Partner with Product Management, Marketing, Sales, Finance, Legal, and Commercial Operations to equip partners to sell Esko’s software portfolio
Define systems, reporting, governance, and operating cadence to scale the global program and improve its economics

Requirements

What you’ll need

Approximately 8–10 years of progressive channel sales experience
Direct ownership of building or materially transforming a global B2B software partner program
Demonstrated success recruiting and developing a meaningful partner ecosystem and growing channel-driven revenue
Experience in business-application or ERP-adjacent software channel models; software channel experience is essential
Multi-region channel experience, preferably across at least two of Europe, APAC, and Latin America
Proven people-leadership experience, including leading remote or globally distributed teams, coaching leaders, and driving performance accountability
Hands-on expertise developing partner agreements, program tiers, economics, enablement, deal registration, forecasting, and rules of engagement with direct sales
Bachelor’s degree
Professional fluency in English
Ability to influence executives, partners, and cross-functional stakeholders across cultures and time zones
Ability to travel globally up to 75%
Convenient access to a major airport
Preferred: packaging, print, workflow, manufacturing, or adjacent industry experience
Preferred: established relevant partner network or strong country-level knowledge of potential software partners in target regions
Preferred: experience consolidating and harmonizing disparate partner programs into a single unified partner program
Preferred: additional language capabilities beyond English and an MBA or other advanced degree

Benefits

Comp & perks

High-impact mandate to architect Esko’s global indirect growth model
Global leadership opportunity to lead a multi-regional channel organization
Opportunity to combine Esko’s agility and innovation with Veralto’s resources, stability, and global scale
Inclusive workplace and commitment to diversity
Meaningful development opportunities through Veralto’s global network