Are you looking to hire a Head of Channel Sales? This job description template will help you attract top talent to lead your global distribution and reseller channel strategy. Remember to customize it to fit your company's specific needs and culture. For more guidance, check out our interview guide and interview questions for this role.

What is a Head of Channel Sales?

A Head of Channel Sales is a senior leadership position responsible for developing and executing a company's global distribution and reseller channel strategy. This role is crucial for driving revenue growth through strategic partnerships and channel programs. The Head of Channel Sales acts as a bridge between the company and its network of distributors, resellers, and partners, ensuring that these relationships are mutually beneficial and aligned with the company's overall business objectives.

In today's rapidly evolving business landscape, the Head of Channel Sales plays a pivotal role in expanding market reach, increasing sales, and creating a competitive advantage. They must be adept at navigating complex partner ecosystems, understanding market trends, and leveraging data-driven insights to make strategic decisions.

What does a Head of Channel Sales do?

A Head of Channel Sales wears many hats, balancing high-level strategy with hands-on execution. They are responsible for developing and implementing a comprehensive channel sales strategy that aligns with the company's overall goals. This includes identifying potential partners, negotiating agreements, and creating incentive programs to drive partner performance.

On a day-to-day basis, the Head of Channel Sales leads and mentors a team of channel sales professionals, ensuring they have the tools, resources, and support needed to succeed. They work closely with marketing teams to develop joint marketing initiatives and enablement programs that help partners effectively promote and sell the company's products or services.

Additionally, the Head of Channel Sales is responsible for analyzing channel performance, forecasting sales, and reporting on key metrics to senior leadership. They must be able to adapt quickly to changing market conditions and continuously optimize the channel strategy to maximize revenue and market share.

Head of Channel Sales Responsibilities Include:

• Developing and executing a global distribution and reseller channel strategy
• Leading and mentoring channel sales teams to achieve revenue targets
• Building and maintaining strong relationships with key partners
• Creating and implementing partner programs and enablement initiatives
• Collaborating with marketing on joint initiatives to drive demand
• Analyzing channel performance and optimizing strategies based on data-driven insights

Job Description

🌐 Head of Channel Sales

About Company

[Company] is a [industry] leader committed to [value proposition]. We're on a mission to [company mission] and are looking for talented individuals to join our team and make a significant impact.

Job Brief

We are seeking an experienced Head of Channel Sales to develop and execute our global distribution and reseller channel strategy. This role will be crucial in driving revenue growth through strategic partnerships and channel programs.

🎯 What You'll Do

As our Head of Channel Sales, you'll be at the forefront of our channel strategy, driving growth and fostering key partnerships. Your responsibilities will include:

• 🚀 Developing and executing a global distribution and reseller channel strategy
• 📊 Leading business planning for the Reseller Channel, including revenue targets
• 🤝 Overseeing implementation of Global channel partner sales strategy
• 📈 Managing global distribution and reseller channel sales teams
• 🔗 Establishing and maintaining strong relationships with key partners
• 💡 Defining and implementing channel promotions and enablement programs
• 🤼 Collaborating with marketing on joint initiatives to drive demand

🌟 What We're Looking For

• Proven track record in developing and executing channel sales strategies
• Strong leadership skills with experience managing global sales teams
• Excellent relationship-building and communication skills
• Strategic thinking and analytical capabilities to drive business growth
• Experience in creating and implementing partner programs
• Understanding of market trends and competitive landscape (preferred)

Our Values

• Innovation and creativity
• Collaboration and teamwork
• Customer-centric approach
• Integrity and transparency
• Continuous learning and growth

Compensation and Benefits

• Competitive base salary
• Performance-based bonuses
• Comprehensive health insurance
• Retirement savings plan
• Professional development opportunities
• [Other benefits specific to your company]

Location

This position is [remote/hybrid/office-based] in [location]. [Include any specific details about work arrangements]

Equal Employment Opportunity

[Company] is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

🚀 Hiring Process

We've designed our hiring process to be thorough yet efficient, ensuring we find the right fit for both the candidate and our team. Here's what you can expect:

Initial Conversation

A brief call with our recruiting team to discuss your background and interest in the role.

In-depth Discussion

A comprehensive interview with the hiring manager to explore your experience and approach to channel sales leadership.

Strategic Thinking Assessment

You'll be asked to prepare and present a hypothetical channel strategy, showcasing your strategic planning skills.

Team Interaction

Meet with key team members to ensure mutual fit and alignment with our company culture.

Executive Conversation

A final discussion with a senior executive to align on vision and leadership approach.

Ideal Candidate Profile (For Internal Use)

Role Overview

We're seeking a strategic thinker who can balance high-level channel strategy with hands-on execution. The ideal candidate will have a proven track record of building successful channel programs and driving significant revenue growth through partnerships.

Essential Behavioral Competencies

1. Strategic Leadership: Ability to develop and execute comprehensive channel strategies
2. Relationship Building: Skill in fostering strong partnerships and managing complex stakeholder relationships
3. Business Acumen: Strong understanding of market dynamics and ability to translate insights into actionable plans
4. Results Orientation: Proven track record of achieving and exceeding revenue targets
5. Adaptability: Flexibility to navigate changing market conditions and evolve strategies accordingly

Goals For Role

1. Increase channel revenue by X% year-over-year
2. Expand global partner network by Y% in key markets
3. Improve partner satisfaction scores to Z%+
4. Launch new channel enablement program resulting in A% increase in partner-led deals

Ideal Candidate Profile

• Proven success in channel sales leadership roles
• Track record of developing and executing global channel strategies
• Strong negotiation and influence skills
• Data-driven approach to decision-making and performance management
• Experience working with both traditional resellers and cloud-native partners
• Comfortable operating in a fast-paced, high-growth environment
• Located in [location] or willing to relocate (if applicable)
• [Additional company-specific requirements]