Director, Channel Sales – Software
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Job Description
Global Channel Sales Director building Esko’s unified software partner program. Recruiting partners, driving indirect revenue, and scaling a multi-regional channel organization.
Responsibilities:
- Assess existing regional channel approaches and design and launch one global software partner program
- Define partner types, tiers, eligibility criteria, benefits, obligations, and performance standards
- Build partner agreements, discount and margin structures, incentives, deal registration, and rules of engagement with direct sales
- Recruit, onboard, certify, and enable partners across Europe, APAC, and Latin America
- Assess and develop partner coverage across geographies, customer segments, and product lines
- Serve as Esko’s first dedicated channel leader and build and lead a global channel team as the model scales
- Own global indirect bookings performance and track partner-sourced and partner-influenced pipeline, revenue contribution, productivity, and forecast accuracy
- Create joint business plans, partner scorecards, pipeline reviews, and quarterly business reviews
- Develop executive-level partner relationships and support priority opportunities
- Hold partners accountable for forecasting, enablement, and results
- Collaborate with Product Management, Marketing, Sales, Finance, Legal, and Commercial Operations
- Define systems, reporting, governance, and operating cadence to scale the global program and improve its economics
Requirements:
- Approximately 8–10 years of progressive channel sales experience
- Direct ownership of building or materially transforming a global B2B software partner program
- Demonstrated success recruiting and developing a meaningful partner ecosystem and growing channel-driven revenue
- Experience in business-application or ERP-adjacent software channel models
- Multi-region channel experience, preferably across at least two of Europe, APAC, and Latin America
- Proven people-leadership experience, including leading remote or globally distributed teams, coaching leaders, and driving performance accountability
- Hands-on expertise developing partner agreements, program tiers, economics, enablement, deal registration, forecasting, and rules of engagement with direct sales
- Bachelor’s degree
- Professional fluency in English
- Ability to influence executives, partners, and cross-functional stakeholders across cultures and time zones
- Ability to travel globally up to 75%, particularly during the first year
- Convenient access to a major airport
- Preferred: packaging, print, workflow, manufacturing, or adjacent industry experience
- Preferred: established relevant partner network or strong country-level knowledge of potential software partners in target regions
- Preferred: experience consolidating and harmonizing disparate partner programs into a single unified partner program
- Preferred: additional language capabilities beyond English and an MBA or other advanced degree
Benefits:
- Global leadership opportunity
- High-impact mandate to shape Esko’s global indirect growth model
- Opportunity to combine Esko’s agility and innovation with Veralto’s resources, stability, and global scale
- Diverse and inclusive workplace
- Professional development and meaningful development opportunities
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