Senior Director of Channel Sales, Americas

Exterro is seeking a motivated and results-driven Senior Director of Channel Sales, Americas to join our dynamic SaaS sales team. In this role you will lead the strategy, growth, and management of our channel partner ecosystem across the Americas. As a key leader in the sales organization, you will be responsible for developing and scaling strategic partnerships to drive revenue growth, increase market reach, and accelerate adoption of our SaaS solutions. The ideal candidate has extensive experience building and managing partner programs, fostering strategic alliances, and driving results in a fast-paced, high-growth SaaS environment.

Key Responsibilities

Channel Strategy Development:

• Define and execute a comprehensive channel sales strategy for the Americas region that aligns with overall company goals.
• Identify new channel opportunities and expand relationships with value-added resellers (VARs), system integrators (SIs), managed service providers (MSPs), and other strategic partners.
• Develop programs that drive revenue growth, increase partner engagement, and ensure mutual success.

Revenue and Performance Management:

• Own and exceed channel sales revenue targets and key performance indicators (KPIs).
• Collaborate with partners to drive joint go-to-market plans, co-selling initiatives, and revenue generation activities.
• Regularly analyze performance metrics, forecast channel growth, and ensure a robust pipeline to achieve short- and long-term goals.

Partner Enablement and Development:

• Create partner enablement programs, including training, certification, tools, and resources, to ensure partners are equipped to sell and support our SaaS offerings.
• Act as a trusted advisor to key channel partners, providing support to drive adoption and maximize value.
• Collaborate with marketing to create channel-specific campaigns and resources that amplify partner success.

Leadership and Collaboration:

• Lead a high-performing channel sales team across the Americas, driving accountability, professional growth, and results.
• Foster cross-functional collaboration with Sales, Marketing, Customer Success, and Product teams to align efforts and ensure seamless execution.
• Develop strong relationships with internal stakeholders to integrate channel strategies into the broader organizational framework. 

Market and Competitive Analysis:

• Stay informed on competitive landscape, channel trends, and partner strategies within the SaaS industry.
• Identify opportunities for differentiation and innovation to strengthen channel partner relationships and grow market share.

Qualifications and Skills

Experience:

• 7+ years of experience in channel sales, partnerships, or business development leadership, with at least 5 years in a senior executive role within a SaaS or technology company.
• Proven track record of building and scaling channel sales programs across the Americas region with measurable revenue growth.
• Experience managing a distributed team and achieving results in a high-growth, fast-paced environment.

Skills:

• Exceptional leadership and team-building skills, with the ability to inspire and motivate both internal teams and external partners.
• Strategic thinker with a results-driven mindset, capable of translating high-level vision into actionable plans.
• Strong relationship-building and negotiation skills, with the ability to drive collaboration and alignment with key partners.
• Data-driven approach to managing performance, forecasting, and reporting.

Technical Knowledge:

• Familiarity with SaaS business models, cloud solutions, and enterprise software sales processes.
• Proficiency in CRM systems (e.g., Salesforce) and sales enablement tools.

Other:

• Bachelor’s degree required; MBA preferred.
• Ability to travel as needed (25-50%) to meet with partners, attend events, and foster relationships across the Americas.

Why Exterro?

• Impact: Pla