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-TimeSenior
SalaryBase Pay Range $195,000 — $262,000 USD. The total compensation package for this position may also include performance bonus, benefits and/or other applicable incentive compensation plans.
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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
- Bring 12+ years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS.
- Have senior leadership experience managing teams.
- Demonstrate a track record of sourcing and closing partner-driven revenue and meeting or exceeding quota.
- Have experience in one or more of private equity relationships, ISV or technology integration partnerships, cloud marketplace and co-sell programs, or VAR, BPO, and services channel programs.
- Have built a partner program from the ground up or rebuilt one after a merger or acquisition.
- Bring an established network of private equity operating partners and portfolio company leaders.
- Be familiar with AI, API, and MCP-based integration ecosystems and able to discuss integrations with technical partners.
- Demonstrate the ability to negotiate complex partner, reseller, and revenue-sharing agreements.
- Be able to coach and lead a team, set quotas, and hold team members accountable.
- Be fluent with Salesforce, partner relationship management platforms, account-mapping tools, and partner attribution models.
- Have executive presence presenting at conferences, events, and webinars and influencing C-suite stakeholders.
- Have strong written and verbal communication skills and the ability to lead cross-functional initiatives.
Responsibilities
- Build relationships with private equity firms and operating partners, and structure portfolio-wide agreements and programs.
- Coordinate with Sales, Marketing, and Customer Success on portfolio-specific plays from introduction through close.
- Own go-to-market with AWS, Microsoft Azure, and Google Cloud, including marketplace listings, private offers, and co-sell programs.
- Build alliances with CRM and productivity platforms, including Salesforce, Microsoft, and HubSpot, and align with partner field sellers to source and co-sell pipeline.
- Identify, recruit, and sign ISVs and AI platforms that integrate with, embed, or distribute Salesloft, including through MCP integrations and agent ecosystems.
- Define co-sell and co-marketing motions with ISV partners and work with Product and Engineering on the integration roadmap.
- Design partner economics for AI and agent partners, including revenue share on usage- and consumption-based pricing.
- Recruit and onboard VARs, BPO providers, systems integrators, and RevOps consultancies; develop services partner motions.
- Negotiate reseller and partner agreements, pricing, margin structures, and business terms.
- Set team quotas, coverage models, and standards, and plan, forecast, and report on partner-sourced and partner-influenced revenue.
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