Channel Sales Director

Accountabilities

• • Lead the EMEA channel strategy: Define and execute a comprehensive channel go-to-market strategy aligned with commercial objectives and regional growth opportunities.
  • Build the partner ecosystem: Identify, recruit, onboard, and develop strategic partners capable of expanding market reach and delivering strong customer outcomes.
  • Own partner relationships: Establish trusted, executive-level relationships and manage the full partner lifecycle, from initial engagement through long-term growth.
  • Drive indirect revenue: Develop joint business plans, co-selling motions, pipeline-generation initiatives, and other programs that translate partner relationships into measurable revenue.
  • Enable partners technically: Ensure partners have the knowledge, resources, and capabilities required to position, demonstrate, implement, and support solutions effectively.
  • Develop partner programs: Design incentives, enablement initiatives, certification programs, and co-marketing activities that increase partner engagement and commercial performance.
  • Coordinate with direct sales: Align channel and direct sales activity, establish clear territory strategies, and proactively resolve potential channel conflicts.
  • Influence business strategy: Bring partner feedback, customer insights, and market intelligence into product, engineering, and broader business strategy discussions.
  • Measure channel performance: Track revenue, pipeline, partner acquisition, technical certification, satisfaction, and program ROI to identify opportunities for continuous improvement.
  • Collaborate across functions: Work closely with product, engineering, solutions, and commercial teams to ensure channel initiatives are technically sound and commercially effective.

  Requirements:

  • Channel leadership experience: 10+ years of experience in channel, partner, or indirect sales, ideally within technology, manufacturing, distribution, software, SaaS, or hardware environments.
  • Partner ecosystem expertise: Demonstrated success building, scaling, and managing partner ecosystems that generate meaningful revenue and market growth.
  • Commercial leadership: Experience leading teams or cross-functional channel functions spanning both commercial and technical responsibilities.
  • Technical understanding: Comfortable discussing product architecture, APIs, integrations, and technical concepts at a high level with partners and internal stakeholders.
  • Strategic thinking: Strong strategic and analytical capabilities, with the ability to translate market opportunities and partner data into actionable commercial plans.
  • Relationship building: Excellent executive communication, negotiation, stakeholder management, and relationship-building skills.
  • Customer and market orientation: Ability to understand partner and customer needs and turn market insights into effective channel strategies.
  • Industry experience: Experience selling to departments of transportation or their technology and service vendors would be advantageous.
  • Education: Bachelor's degree in Business, Engineering, Computer Science, or a related discipline preferred.
  • International mindset: Comfortable working across multiple European markets, cultures, and business environments.
  • Mobility: Willingness and ability to travel frequently across EMEA as required.

  Benefits:

  • Competitive salary based on experience and qualifications.
  • Remote working environment with the flexibility to work from within Europe.
  • Flexible working hours supporting a high degree of autonomy.
  • Mobile phone and internet coverage.
  • Career development opportunities within a growing international organization.
  • International exposure through collaboration with partners, customers, and colleagues across EMEA.
  • Collaborative, highly skilled team working on innovative solutions with tangible impact on infrastructure and customer outcomes.
  • Senior-level ownership and visibility, with the opportunity to shape the channel strategy and contribute directly to business growth.