- Company Name
- IFS
- Job Title
- Alliances & Channel Sales Director - Ultimo
- Job Description
-
Job Title: Alliances & Channel Sales Director
Role Summary: Lead the global partner ecosystem to scale indirect sales across EMEA, APAC, and the US. Own partner recruitment, onboarding, enablement, and performance to achieve channel revenue targets and drive growth.
Expectations: Deliver measurable partner pipeline and revenue growth, maintain strong partner relationships, and lead a distributed channel team. Provide strategic insight and hands‑on execution to optimize partner programs and ensure alignment with the organization’s go‑to‑market strategy.
Key Responsibilities:
- Develop and execute a global channel strategy that aligns with corporate objectives.
- Identify, evaluate, and recruit high‑potential channel partners in targeted regions.
- Design and implement scalable onboarding, enablement, training, and marketing support processes.
- Build and steward long‑term partner relationships, co‑selling strategies, joint business plans, and QBRs.
- Lead, coach, and develop a distributed team of Channel Managers/Partner Account Managers; set goals, monitor KPIs, and facilitate professional growth.
- Own and meet channel‑generated revenue targets; collaborate with internal sales, marketing, product, and customer success teams on partner‑led deals.
- Analyze partner performance data, refine incentive structures, tiered programs, certifications, and MDF initiatives.
- Ensure partners are equipped with the tools, resources, and support needed for success.
Required Skills:
- 10+ years of channel/partner management experience, preferably in B2B SaaS.
- Proven ability to build and scale channel ecosystems across multiple regions.
- Deep understanding of indirect sales models, partner economics, and go‑to‑market motions.
- Strong relationship‑building, negotiation, and communication skills.
- Strategic thinker with hands‑on execution capability.
- Experience managing distributed teams across time zones and cultures.
- Proficient with CRM and partner management tools; data‑driven performance analysis.
- Willingness to travel for partner meetings, team offsites, and events.
Required Education & Certifications:
- Bachelor’s degree in Business, Marketing, Finance, or related field.
- (Optional) Certifications in Partner Management, CRM platforms, or related areas.