B2B Channel Development Director

This includes building and optimizing relationships with distributors, resellers, system integrators, and technology partners; driving joint go-to-market initiatives; and implementing partner enablement and incentive programs. The Director provides leadership, ensures delivery of channel KPIs, and fosters strong cross-functional collaboration to maximize channel revenue performance.

• Education – Bachelor’s Degree in Business Administration, Marketing, Management, or a related field. MBA or equivalent advanced degree is preferred.
• Certification (Preferred) - Professional certifications in Sales Leadership, Channel Management, or Strategic Partnerships (e.g., Certified Strategic Channel Professional, Miller Heiman, Pragmatic Institute) are advantageous.
• Related Work Experience - Minimum of 10–12 years of progressive experience in B2B sales and channel management, with at least 5 years in a senior leadership role.
• Proven track record of delivering revenue growth through distributors, resellers, system integrators, or technology partners.
• Demonstrated success in building and scaling multi-country or regional channel ecosystems.
• Experience in managing partner incentive models, rebates, and joint go-to-market programs.
• Background in leading channel organizations in [insert industry: technology/telecom/enterprise solutions/other relevant industry].
• Knowledge –
• Deep understanding of B2B partner business models, channel economics, and sales processes.
• Strong knowledge of partner lifecycle management, including recruitment, onboarding, enablement, and performance management.
• Familiarity with CRM and Partner Relationship Management (PRM) systems (e.g., Salesforce, HubSpot, Oracle).
• Knowledge of financial modeling for channel profitability, incentive plans, and rebate structures.
• Awareness of emerging trends in B2B channels, digital marketplaces, and ecosystem partnerships.
• Skills –
• Strong leadership and stakeholder engagement skills, with the ability to influence at the executive level.
• Excellent communication, negotiation, and presentation abilities.
• Analytical and data-driven decision-making capability, with a focus on revenue outcomes.
• Entrepreneurial mindset with strategic planning and execution discipline.
• Ability to thrive in a fast-paced, competitive environment with accountability for results
• Revenue Growth & Channel Sales
• Deliver sales and revenue targets through B2B channel partners.
• Develop joint sales strategies and go-to-market plans with distributors, resellers, and partners.
• Monitor and manage channel sales pipelines, conversion rates, and revenue performance.
• Ensure effective execution of partner incentive programs and rebates to drive sales.
• Lead co-selling initiatives with B2B partners to maximize joint sales opportunities.
• Channel Strategy & Ecosystem Development
• Define and implement a comprehensive channel strategy aligned with growth and profitability goals.
• Recruit, onboard, and manage high-performing channel partners.
• Segment partners and establish tailored programs to maximize sales impact.
• Partner Relationship Management
• Build executive-level relationships with key partner organizations.
• Conduct quarterly business reviews to assess revenue delivery and joint performance.
• Builds and manages client relationships to strengthen long-term collaboration and loyalty.
• Act as the senior escalation point for partner conflicts or commercial negotiations.
• Cross-Functional Collaboration
• Align with Sales, Marketing, and Product teams to support channel-driven revenue.
• Incorporate partner insights into pricing, product roadmaps, and marketing strategies.
• Work with Finance and Legal to manage partner contracts, rebates, and compliance.
• Leadership & Team Development
• Lead, mentor, and develop a team of channel and partner managers.
• Establish clear revenue KPIs and performance scorecards.
• Promote a culture of accountability, innovation, and revenue focus within the channel team.