Director, Channel Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Channel Sales based in United States.

This senior leadership role will own the strategy, development, and performance of a worldwide channel partner program. The position combines partner recruitment, enablement, go-to-market strategy, revenue ownership, and executive stakeholder management. You will build scalable partner motions, develop repeatable industry solutions, and create clear commercial models that help partners grow profitable businesses. The role works closely with Alliances, Sales, Customer Success, and partner-facing teams to connect strategy with execution. You will also lead a growing team while serving as the executive point of contact for strategic channel relationships. The environment is collaborative, distributed, and fast-paced, with a strong emphasis on autonomy, learning, and sustainable growth.

Accountabilities:
- Own the worldwide channel partner strategy, including partner selection, prioritization, recruitment, activation, enablement, and long-term development.

- Take responsibility for the channel segment's worldwide revenue and pipeline targets, establishing measurable plans to drive sustainable growth.

- Serve as the executive point of contact for strategic channel partners, sponsoring joint go-to-market initiatives and resolving cross-functional challenges.

- Define the channel go-to-market motion, including co-marketing activities, market development funds, quarterly business plans, rules of engagement, and annual partner planning.

- Recruit and activate new channel partners across key verticals such as Life Sciences, Financial Services, and Public Sector, as well as major technology alliance ecosystems.

- Develop repeatable industry solutions and joint offerings with partners, supported by clear partner-facing performance metrics and commercial incentives.

- Design partner economics and incentive structures that demonstrate a scalable path to profitability for channel partners.

- Work closely with teams responsible for partner onboarding, technical certification, and sales enablement to accelerate partner readiness and revenue execution.

- Lead and develop a growing partner-facing team, beginning with responsibility for a Partner Sales Manager focused on revenue execution and deal registration.

- Establish consistent deal registration practices and provide channel performance reporting and insights to senior leadership.

- Champion the value of channel partnerships internally and help customer-facing teams leverage partners effectively across existing accounts and new opportunities.

- Coordinate channel strategy with broader alliance initiatives while maintaining ownership of the channel partner segment within relevant ecosystems.

- Establish partner recruitment and selection criteria, define operating models, and develop scalable processes as the program expands.

- Lead annual partner planning from strategy through execution and continuously assess how the partner organization should evolve to support global growth.

Requirements

- Significant experience in channel sales, including direct ownership of a worldwide channel partner revenue target and a demonstrated record of exceeding sales objectives.

- Proven experience personally recruiting, activating, and developing new channel partners; this is both a hands-on builder/recruiter role and a global program leadership position.

- Demonstrated success creating joint solutions, offerings, or industry packages with partners and establishing measurable success metrics.

- Experience developing partner economics, incentive structures, and commercial models that enable partners to build sustainable businesses.

- Strong understanding of the data science ecosystem; experience within the Life Sciences industry is valuable.

- Experience working with technology alliance ecosystems and coordinati