Channel Sales Director

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

• 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.

• 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.

• 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.