About the Role The Head of Channel Sales will be responsible for designing, executing, and scaling the global channel sales strategy. This senior leadership role requires a proven track record in building and managing partner and channel ecosystems, signing new partners and distributors-particularly within the\nEnterprise SaaS and cybersecurity markets\n-and driving measurable revenue growth.
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The position will play a critical role in expanding market reach, strengthening long-term relationships with strategic partners, and ensuring operational excellence across the channel organization.
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Key Responsibilities
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- Define and implement the channel go-to-market strategy aligned with general sales and revenue objectives.
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- Acquire and manage elite partners (ISVs, MSPs, distributors) to expand reach into new markets.
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- Lead, mentor, and scale a high-performing Channel Sales team focused on driving indirect sales through resellers, distributors, and system integrators.
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- Recruit, onboard, and enable strategic partners to ensure strong product knowledge and compelling value propositions.
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- Design and execute partner programs to increase engagement, pipeline, and revenue performance.
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- Establish and monitor key channel metrics (pipeline growth, sourced revenue, deal velocity, ROI).
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- Act as an executive point of contact for top-tier partners, managing escalations and fostering collaboration.
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- Collaborate with Sales, Marketing, Product, and Customer Success teams to align messaging, pricing, and market positioning.
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- Drive operational excellence in partner management processes, tools (e.g., PRM systems, Salesforce), and forecasting.
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- Identify new channel opportunities and target markets to accelerate growth and geographic expansion.
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- Stay informed on market trends,\ncybersecurity developments\n, competitive dynamics, and partner needs to refine strategy and inform product development.
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\nRequirements\n\n
- 7+ years of experience in Channel Sales, Partner Management, or Business Development within technology/SaaS; minimum 3 years in a leadership role.
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- Proven expertise in the cybersecurity sector\n(solutions, platforms, or services), ideally combined with SaaS and data privacy exposure.
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- Demonstrated success in building and scaling channel ecosystems and delivering strong revenue impact.
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- Experience managing enterprise-level partners and complex multi-tier sales models.
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- Strong negotiation and relationship-building skills with C-level partner executives.
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- Excellent strategic thinking with a data-driven approach to decision-making.
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- Deep knowledge of channel models, partner incentives, and PRM/CRM platforms (e.g., Salesforce, HubSpot).
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- Outstanding communication and presentation skills, with the ability to influence stakeholders.
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- Fluent English and Spanish (spoken and written); additional languages are a plus.
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- Familiarity with SaaS deployment, enterprise licensing, and sales cycles. Technical acumen in\ncybersecurity, AI-based products, or privacy technologies\nis highly desirable.
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\nPreferred Soft Skills\n\n
- Entrepreneurial mindset with the ability to thrive in fast-paced, scaling environments.
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- Collaborative leadership style with a focus on empowerment and accountability.
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- Resilience and adaptability in dynamic markets.
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- Strong problem-solving capabilities with a data-driven approach.
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\nThe Opportunity\nThis is an opportunity to join an international, fast-growing SaaS company at a pivotal moment of expansion. The role offers direct collaboration with the C-level team and cross-functional leaders, with the chance to shape global growth strategy and make a measurable impact. The organization is backed by international investors and operates with a multicultural, remote-first team culture that values flexibility, agility, and innovation.\n
Contact: carolina.calvillo@robertwalters.com