Head of Channel

Responsibilities

• Set and communicate the vision and strategy for the channel function in alignment with business objectives and market trends.
• Build and manage a diverse partner ecosystem, including resellers, technology partners, and system integrators.
• Develop channel strategies that drive joint revenue growth and market expansion.
• Identify and pursue new partnership opportunities while anticipating market trends and competitive dynamics.
• Ensure channel teams deliver tailored solutions that create measurable business outcomes.
• Partner with executive leadership, Sales, Product, Marketing, and Customer Success to maximize channel value.
• Advocate for partner needs at the executive level and influence product strategy and organizational decisions.
• Build relationships with senior partner and internal stakeholders, including C-suite executives.
• Establish standards for channel program quality, partner enablement, and revenue attainment at scale.
• Monitor key performance indicators and use data to drive continuous improvement and strategic decisions.
• Champion new tools, processes, and methodologies to improve team effectiveness and partner impact.
• Lead the function through organizational change and ensure successful adoption.
• Build, mentor, and develop a high-performing channel leadership team.
• Identify and develop future leaders and support succession planning.
• Understand partner and end-customer needs and improve partner outcomes and satisfaction.

Requirements

• Bachelor’s degree required; MBA or advanced degree preferred.
• Minimum 10 years of progressive experience in channel sales, partnerships, or business development.
• At least 5 years in a senior leadership role managing large, diverse teams and partner ecosystems.
• Proven success building and scaling channel programs that drive revenue growth and market expansion, preferably in SaaS, fintech, or identity verification.
• Deep expertise in channel strategy, partner ecosystem development, and cross-functional leadership.
• Experience cultivating strategic relationships at all organizational levels, including C-suite executives.
• Strong analytical, operational, and strategic thinking skills.
• Experience leading teams through organizational change and adopting new tools, processes, and methodologies.
• Exceptional communication, negotiation, and stakeholder management skills.
• Commitment to continuous learning, professional integrity, and high business ethics.
• Experience with CRM and partner management platforms.

Nice-to-Haves

• MBA or advanced degree.
• Experience in SaaS, fintech, or identity verification industries.
• Familiarity with AI-driven forecasting tools.

Compensation

• Annual salary range: $250,000–$300,000.