Head of Channel Sales & Alliances
New
S
SalesloftB2B SaaS
This is a fully remote opportunity and can be worked from any location in the United States.Full-TimeManager
SalaryBase Pay Range $195,000 — $262,000 USD
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Job Details
- Experience
- 12+ years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS, with senior leadership experience managing teams
- Required Skills
- Salesforce
Requirements
- 12+ years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS.
- Senior leadership experience managing teams.
- Track record of sourcing and closing partner-driven revenue and meeting or exceeding quota, with results described in closed-won revenue.
- Experience building or working with private equity relationships, ISV or technology integration partnerships, cloud marketplace and co-sell programs, or VAR, BPO, and services channel programs.
- Experience building a partner program from the ground up or rebuilding one after a merger or acquisition.
- Established network of private equity operating partners and portfolio company leaders.
- Familiarity with AI, API, and MCP-based integration ecosystems and technical partner discussions.
- Ability to negotiate complex partner, reseller, and revenue-sharing agreements.
- Ability to coach and lead a team, set quotas, and hold team members accountable.
- Fluency with CRM and partner tools, including Salesforce, partner relationship management platforms, account-mapping tools, and partner attribution models.
- Executive presence and comfort presenting at conferences, events, and webinars and influencing C-suite stakeholders.
- Excellent written and verbal communication and ability to lead cross-functional initiatives.
Responsibilities
- Build private equity relationships and structure portfolio-wide agreements and programs that generate sourced deals.
- Coordinate with Sales, Marketing, and Customer Success on portfolio-specific plays from introduction through close.
- Own go-to-market activity with AWS, Microsoft Azure, and Google Cloud, including marketplace listings, private offers, and co-sell programs.
- Build alliances with CRM and productivity platforms and align with partner field sellers to generate sourced and co-sold pipeline.
- Identify, recruit, and sign ISVs and AI platforms for integrations, embedding, or distribution, including MCP integrations and agent ecosystems.
- Define co-sell and co-marketing motions and work with Product and Engineering on the partner integration roadmap.
- Recruit and onboard VARs, BPO providers, systems integrators, and RevOps consultancies.
- Negotiate partner agreements, pricing, margin structures, and business terms, and equip partner sellers with playbooks and qualification criteria.
- Set team quotas, coverage models, and standards; plan, forecast, and report on partner-sourced and partner-influenced revenue.
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