As a quota-carrying Channel Sales Director at Lightcast, you will play a key role in accelerating revenue growth through our network of HR technology partners. You’ll own the development and execution of channel sales strategies, cultivate high-impact partner relationships, and consistently deliver against ambitious revenue targets.
This role calls for a strategic, proactive leader with a strong track record in channel sales and a deep understanding of how to activate partnerships to unlock new growth opportunities. We highly prefer candidates with experience selling to and supporting HR technology organizations, along with a strong understanding of the HR tech ecosystem and partner landscape. Expect approximately 30% travel.
Major Responsibilities:
- Develop and maintain strong, long-term relationships with channel partners
- Serve as the primary point of contact, ensuring high partner satisfaction and engagement
- Develop and execute go-to-market and channel sales strategies
- Build and implement strategic sales plans to achieve revenue targets through partners
- Create and manage quarterly and annual business plans with clear revenue goals
- Partner with stakeholders to develop joint business plans aligned to company objectives
- Own and achieve assigned sales quotas by driving partner performance
- Monitor partner pipelines and sales activity; provide accurate forecasts and updates to leadership
- Deliver training and ongoing enablement to ensure partners can effectively position and sell Lightcast solutions
- Create and deliver presentations, product demos, and sales materials for partners
- Maintain a strong understanding of partner ecosystems, market trends, and buyer behavior
- Track partner and competitor activity; identify opportunities to strengthen Lightcast’s position
- Provide market insights to inform product, marketing, and sales strategies
- Collaborate cross-functionally with sales, marketing, product, engineering, account management, and legal teams
- Support and participate in joint marketing campaigns and partner events to drive pipeline and brand awareness
- Track and report on partner performance, sales activity, and key metrics
- Use data and insights to continuously improve channel sales effectiveness and partner engagement
Experience & Education:
- Ability to travel up to 30% for partner meetings and industry events
- 5–7 years of experience in channel sales or business development, preferably in HR technology
- Experience working with HCM platforms such as Workday and/or SAP SuccessFactors required
- Demonstrated track record of meeting or exceeding sales quotas in a channel sales environment
- Experience managing and growing a portfolio of channel partners to drive revenue
- Strong strategic thinking and problem-solving skills
- Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels
- Proficiency with Salesforce and other sales tools to manage partner performance and pipeline
- Self-motivated and results-driven, with the ability to work both independently and cross-functionally
Lightcast is a global leader in labor market insights with our headquarters located in Moscow, ID (US) and other offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions and companies, and our communities.
Lightcast is proud to be an equal opportunity workplace and does not discriminate on the basis of federally protected statuses. Lightcast has always been, and always will be, committed to diversity of thought and unique perspectives. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
Skills Required
- 5-7 years of experience in channel sales or business development, preferably in HR technology
- Experience working with HCM platforms such as Workday and/or SAP SuccessFactors
- Track record of meeting or exceeding sales quotas in a channel sales environment
- Strong strategic thinking and problem-solving skills
- Excellent communication and interpersonal skills
- Proficiency with Salesforce and other sales tools
What We Do
Emsi Burning Glass is now Lightcast. Our name is new, but our dedication to providing the world’s best data-driven talent strategies remains the same. We’re going to continue bringing clarity to the labor market, guiding our customers through a complex and changing world and giving them the competitive advantage they demand. Our mission is to unlock new possibilities in the labor market.
