Director, Channel Sales, EMEA

At Upland Software, you’ll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility. Our operating model has always supported remote work—and as we keep growing and evolving our workplace, that won’t change. We’re passionate. We’re proactive. We take pride in our work, and we love a good challenge. Sound like you?

Opportunity Summary:

Upland Software is seeking a Director, Channel Sales, EMEA to lead and grow the partner-led business across Europe, the Middle East, and Africa. This senior commercial leader will lead regional channel strategy and execution, lead the Partner Account Manager team, strengthen strategic partner relationships, and deliver disciplined pipeline, forecast, and booking outcomes.

This role is for a leader who can move comfortably between executive partner conversations, team coaching, opportunity strategy, and regional forecast inspection. The successful candidate will help partners move from individual product conversations toward broader solutions and repeatable customer outcomes

Primary Responsibilities:

• Lead the EMEA channel team strategy, operating plan, bookings performance, partner-sourced pipeline, and forecast for the region.
• Lead, coach, and develop a geographically distributed team of Partner Account Managers, setting clear expectations and accountability.
• Segment the partner ecosystem and prioritize investment across resellers, distributors, OEMs, systems integrators, and strategic alliances.
• Build executive relationships with priority partners and establish mutual business plans, go-to-market priorities, pipeline reviews, and business review cadences.
• Recruit, onboard, activate, re-engage, and develop partners with the potential to create sustainable customer and revenue outcomes.
• Drive opportunity progression, CRM discipline, pipeline hygiene, current-quarter execution, and future-quarter coverage.
• Coach the team on complex opportunities, partner negotiations, executive engagement, solution positioning, and deal strategy.
• Work across all functional teams including Growth Intelligence, Marketing, Product, Solution Consulting, Customer Success, Services, Support, Operations, Finance, and Legal to improve partner execution.
• Strengthen partner readiness through enablement, demonstrations, sales assets, solution knowledge, repeatable use cases, and scalable portal resources.
• Represent the EMEA channel business in leadership reviews and communicate a credible view of performance, risks, dependencies, and actions.

Requirements:

• Significant channel, alliance, indirect-sales, solution selling and/or partner-led revenue leadership experience in B2B software or enterprise technology.
• Demonstrated success producing revenue through resellers, distributors, OEMs, systems integrators, or strategic partners.
• Experience leading commercial teams across multiple EMEA countries and cultures.
• Strong commercial ownership across planning, pipeline creation, forecasting, opportunity inspection, and revenue attainment.
• Experience building joint business plans and practical go-to-market motions with partner organizations.
• Proven ability to establish executive-level relationships and coordinate complex, cross-functional opportunities.
• Strong written, verbal, presentation, negotiation, facilitation, and coaching skills.
• Ability and willingness to travel regularly across EMEA.

Desired Skills and Experience

• Experience in enterprise software, SaaS, document workflow, intelligent capture, content management, process automation, or digital communications.
• Experience managing a mixed partner ecosystem that includes strategic, transactional, and OEM relationships.
• Experience with partner segmentation, activation, enablement, advisory boards, QBRs, and performance management.
• Familiarity with CRM-based forecasting and sales operating cadences.
• Additional European language capability.

Upland Software (Nasdaq: UPLD) is the intelligence layer that unifies and contextualizes enterprise knowledge, content, and data, turning isolated information into actionable outcomes for every human and agent. More than 1,100 enterprise customers rely on Upland's deep domain expertise to unlock the full value of their AI and agent-driven operating models, driving measurable outcomes across customer experience, employee productivity, and regulatory compliance. For more information, visit www.uplandsoftware.com.