VP Channel Sales, Americas

Position:

VP Channel Sales, Americas

Location:

On-site - Fort Lauderdale, FL, Hybrid, 4 days In Office + 1 day remote

THE ROLE:

The VP Channel Sales, Americas leads, develops and drives the Go-to-Market Strategy with IGEL’s channel ecosystem across the Americas, including VARs, Value Added Resellers, Expert & Elite Regional Resellers, Distribution, System Integrators and strategic channel partners. This role is responsible for defining and executing the regional channel strategy, building scalable partner programs, driving revenue and pipeline growth, and ensuring strong partner engagement, enablement and performance across the region.

This person works closely with cross-functional teams including Sales, Partner Marketing, Product, Customer Success, Services, Enablement and Operations to build and drive deep engagement with a strategic portfolio of partners. This person must have strong leadership, communication, negotiation, commercial, hands-on and influencing skills, with confidence in relationship building across functions, geographies and at executive levels.

The VP Channel Sales, Americas is accountable for building a high-performing channel organization, developing executive partner relationships, establishing clear governance and cadence with partners, and ensuring the channel is aligned to IGEL’s revenue growth, customer success and market expansion priorities.

This role reports to the Chief Revenue Officer.

TASK AND RESPONSIBILITIES

• Leads and owns the overall Channel Sales strategy for the Americas region, including Co-Sell, Partner-Led and Distribution-led sales motions.
• Develops and executes the regional Go-to-Market plan with strategic partners to drive revenue growth, pipeline generation, market share and customer success.
• Builds, leads and develops the Channel Sales organization, ensuring the team has clear priorities, strong execution discipline and measurable performance outcomes.
• Possesses the ability to assess how partners behave and understand what is meaningful to them, while translating that insight into executive-level partner strategy and engagement.
• Builds strategic Business Plans with partners around revenue, enablement, industry focus, joint solutions, services delivery, customer success and long-term growth.
• Establishes revenue, pipeline, forecast and partner performance targets, and ensures accountability through regular business reviews and governance frameworks.
• Drives executive alignment with key partners and maintains senior-level relationships across the partner ecosystem.
• Ensures partners are successful in positioning, selling, delivering and implementing IGEL Products, Solutions and Services.
• Builds and manages scalable enablement plans to ensure partner resources are skilled and competent in selling, delivering and supporting IGEL’s products and solutions.
• Develops strong cadence, governance and performance management frameworks with partners and internal stakeholders to execute the plan.
• Partners closely with regional Sales leadership to align channel strategy with enterprise sales priorities, account planning, pipeline development and customer acquisition.
• Collaborates with Partner Marketing to develop joint campaigns, demand generation programs, partner communications and market awareness initiatives.
• Identifies new partner opportunities, market trends and routes to market that support IGEL’s growth objectives across the Americas.
• Provides executive-level forecasting, reporting and insight on channel performance, risks, opportunities and strategic initiatives.
• Represents IGEL externally with partners, customers and industry stakeholders as a senior channel leader.

EXPERIENCE AND QUALIFICATIONS

• Bachelor’s degree required; advanced degree is a plus.
• Existing senior-level Partner Network across the Americas region.
• 15+ years' experience in Channel Sales, Partner Business Development, Partner Leadership and Enablement, working with Resellers, Distributors, VARs and System Integrators.
• Proven experience leading regional or multi-country channel sales teams and delivering revenue growth through partner ecosystems.
• Profound market knowledge; knows the competition, the SBC, VDI and MVD market, their technology and industry, and their channel sales structure.
• Strong understanding of enterprise sales motions, SaaS solutions and partner-led customer engagement models.
• Demonstrated ability to build and execute partner business plans that deliver measurable revenue, pipeline and customer success outcomes.
• Strong executive presence and ability to influence at senior levels internally and externally.
• Experience building governance frameworks, operating rhythms and performance metrics for strategic partner management.
• Strong commercial acumen with experience in forecasting, pipeline management, business planning and revenue accountability.
• Excellent communication, negotiation, presentation and relationship-building skills.
• Empathy for partners and cross-functional stakeholders to drive alignment between both.
• Ability to operate strategically while remaining hands-on and execution focused in a fast-paced growth environment.

WE OFFER

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President's Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President's Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.