Vice President of Channel Sales

About the role

The Vice President of Channel Sales will own global channel ARR targets, lead a team of Channel Directors and their CAMs, and transform a fragmented channel into a scalable partner ecosystem that drives predictable growth.

Key responsibilities

• Define and execute the global channel strategy, aligning partner motions with broader GTM and growth objectives.
• Lead and develop two Channel Directors with full CAM team accountability.
• 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.
• Own global channel ARR performance across all segments, including VARs, MSPs, and Distribution.
• Drive new partner‑sourced pipeline and expansion ARR growth across all regions.
• Partner with Sales on clean ARR ownership, defining partner tiering, pricing consistency, and incentive structures globally.
• 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, including certification, onboarding, playbooks, and PRM adoption.
• Execute FY26 channel transformation, covering segmentation, CAM operating model, and self‑serve infrastructure.
• Drive partner NPS improvement to +20 across all segments.
• Enforce SLA standards, inbound case hygiene, and handover rigor.
• 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.

Required profile

Required skills