VP Channel Sales, Americas

Overview:

The VP Channel Sales, Americas leads, develops and drives the Go-to-Market Strategy with client’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 client’s revenue growth, customer success and market expansion priorities.

This role reports to the Chief Revenue Officer.

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 client comapnny's Products, Solutions and Services.
• Builds and manages scalable enablement plans to ensure partner resources are skilled and competent in selling, delivering and supporting client’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 client's growth objectives across the Americas.
• Provides executive-level forecasting, reporting and insight on channel performance, risks, opportunities and strategic initiatives.
• Represents client externally with partners, customers and industry stakeholders as a senior channel leader.

Qualifications/Requirements:

• 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.