Head of Channel Sales

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 Enterprise SaaS and cybersecurity markets—and driving measurable revenue growth. 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.

Key Responsibilities

• Define and implement the channel go-to-market strategy aligned with global sales and revenue objectives.

• Acquire and manage elite partners (ISVs, MSPs, distributors) to expand reach into new markets.

• Lead, mentor, and scale a high-performing Channel Sales team focused on driving indirect sales through resellers, distributors, and system integrators.

• Recruit, onboard, and enable strategic partners to ensure strong product knowledge and compelling value propositions.

• Design and execute partner programs to increase engagement, pipeline, and revenue performance.

• Establish and monitor key channel metrics (pipeline growth, sourced revenue, deal velocity, ROI).

• Act as an executive point of contact for top-tier partners, managing escalations and fostering collaboration.

• Collaborate with Sales, Marketing, Product, and Customer Success teams to align messaging, pricing, and market positioning.

• Drive operational excellence in partner management processes, tools (e.g., PRM systems, Salesforce), and forecasting.

• Identify new channel opportunities and target markets to accelerate growth and geographic expansion.

• Stay informed on market trends, cybersecurity developments, competitive dynamics, and partner needs to refine strategy and inform product development.

Requirements

• 7+ years of experience in Channel Sales, Partner Management, or Business Development within technology/SaaS; minimum 3 years in a leadership role.

• Proven expertise in the cybersecurity sector (solutions, platforms, or services), ideally combined with SaaS and data privacy exposure.

• Demonstrated success in building and scaling channel ecosystems and delivering strong revenue impact.

• Experience managing enterprise-level partners and complex multi-tier sales models.

• Strong negotiation and relationship-building skills with C-level partner executives.

• Excellent strategic thinking with a data-driven approach to decision-making.

• Deep knowledge of channel models, partner incentives, and PRM/CRM platforms (e.g., Salesforce, HubSpot).

• Outstanding communication and presentation skills, with the ability to influence stakeholders.

• Fluent English and Spanish (spoken and written); additional languages are a plus.

• Familiarity with SaaS deployment, enterprise licensing, and sales cycles. Technical acumen in cybersecurity, AI-based products, or privacy technologies is highly desirable.

Preferred Soft Skills

• Entrepreneurial mindset with the ability to thrive in fast-paced, scaling environments.

• Collaborative leadership style with a focus on empowerment and accountability.

• Resilience and adaptability in dynamic markets.

• Strong problem-solving capabilities with a data-driven approach.

The Opportunity

This 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.

Contact: carolina.calvillo@robertwalters.com