Senior Director of Global Channel Sales & Alliances

Key Responsibilities

• 1) Global Strategy and Program Development (40%)
• Global Program Ownership: Develop and execute the comprehensive Global Channel Partner Program from the ground up, defining partner tiers, compensation structures, certification requirements, and enablement plans optimized for different regional markets (APAC, EMEA, and North America).
•  Market Segmentation Strategy: Define distinct channel strategies and partner profiles to successfully penetrate and grow revenue in both the SMB segment (focused on volume, velocity, and scaled enablement) and the Enterprise segment (focused on strategic alliances and solution integration).
•  Metrics and Reporting: Establish clear performance metrics (KPIs), quotas, and reporting processes to accurately track, measure, and forecast channel performance and ROI on a global scale.


• 2) Strategic Partner Acquisition and Management (40%)
• Targeted Global Recruitment: Aggressively identify, recruit, and onboard high-potential channel partners, resellers, global systems integrators (GSIs), and regional consultancies.
• Ecosystem Focus: Leverage existing relationships to establish partnerships with key Global Access Control System Providers (e.g., Genetec, Linel, Brivo) and major Global Facilities Management (FM) / Commercial Real Estate (CRE) companies (e.g., JLL).
• Global Enablement: Lead the creation and delivery of all sales training, technical product training, and marketing resources to ensure partners across all regions are fully equipped to sell and support our SaaS solutions effectively for both SMB and Enterprise clients.
• Co-Selling: Drive collaborative sales motions between our internal global sales teams and channel partners to maximize pipeline generation and deal closure globally.


• 3) Cross-Functional Leadership & Scalability (20%)
• Internal Alignment: Collaborate closely with regional Sales Leadership, Product, and Marketing teams to ensure partner programs are localized for success and that joint value propositions are clearly articulated for both SMB and Enterprise use cases.
• Operations: Work with Legal and Operations teams to standardize global contracts and compliance processes for partner onboarding and management.
• Team Building: Strategically plan, hire, and mentor a global team of Channel Managers as the program scales, fostering a high-performance, partner-centric culture.

Qualifications

• 10+ years of progressive experience in Channel Sales, Alliance Management, or Business Development, specifically focused on building and scaling a global channel partner program in a high-growth environment.
• Deep experience in SaaS is mandatory, preferably selling B2B enterprise software or complex solutions across multiple international markets.
• Proven track record of success in establishing and managing relationships that result in significant channel-driven revenue growth in both the SMB and Enterprise markets.
• Must possess prior, established relationships and a working history with key players in the following global ecosystems:
• Access Control System Providers (e.g., Genetec, Brivo, LenelS2).
• Facilities Management (FM) / Commercial Real Estate (CRE) service providers (e.g., JLL, CBRE).
• Exceptional leadership, communication, and negotiation skills with the ability to influence at the executive level and navigate diverse cultural and regulatory environments.
• Willingness to travel globally as required to support partner initiatives.