Vice President of Channel Sales

Senior Director/VP Channel

Applying for this role is straight forward Scroll down and click on Apply to be considered for this position.

You will own global channel ARR targets, lead two Channel Directors who manage all

CAMs across regions, and drive the shift from a fragmented, low-productivity channel

to a segmented, scalable partner ecosystem that drives predicable growth.

Key Responsibilities

Strategy & Leadership

• Define and execute the global channel strategy, aligning partner motions to

broader GTM and growth objectives

• Lead and develop two Channel Directors with full CAM team accountability

beneath them

• Build a high-performance channel culture focused on partner success,

accountability, and continuous improvement

• Represent Channel at ELT and Board level with clear metrics and narrative

Revenue & Commercial Performance

• Own global channel ARR performance across all segments: Global VARs,

Regional VARs, Enterprise MSPs, SMB MSPs, and Distribution

• Drive new partner-sourced pipeline and expansion ARR growth across all regions

• Partner with Sales on clean ARR ownership: AEs close New ARR, CAMs own Expansion ARR

• Define and enforce partner tiering, pricing consistency, and incentive structures

globally

Partner Ecosystem Development

• Build and evolve a tiered partner programme that rewards productivity and

drives loyalty

• Develop and maintain strategic relationships with key distribution partners,

marquee VARs, and Enterprise MSPs

• Lead partner enablement strategy: certification, onboarding, playbooks, and

PRM adoption

• Execute the FY26 channel xwzovoh transformation including segmentation, CAM

operating model, and self-serve infrastructure

Partner Experience & Operations

• Drive partner NPS from current levels to +20 across all segments

• Hold the organisation to SLA standards, inbound case hygiene disciplines, and

handover rigour

• Collaborate with Marketing on MDF allocation, co-sell programmes, and partner

demand generation

• Work cross-functionally with Product, CS, and Operations to remove friction and

improve the end-to-end partner experience