Global Channels Sales Specialist
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Job Description
Channel Sales Specialist managing Digital.ai’s global Agility and DevOps software sales motion. Responsible for strategic partner development and executing sales initiatives across multiple markets.
Responsibilities:
- Map and Prioritize Coverage Gaps: Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps. Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach. Build a targeted recruitment plan to address those gaps with high-fit partners.
- Recruit Strategic Partners: Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories. Prioritize partners with active customer relationships in target verticals and geographies.
- Own the Partner Business Plan: Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews.
- Drive Partner-Sourced and Partner-Influenced Pipeline: Work side-by-side with partners to identify, qualify, and progress opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals.
- Achieve Sales Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business. Maintain clean pipeline hygiene in Salesforce.
- Expand Cloud Marketplace Revenue: Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure. Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment.
- Manage Channel Conflict Proactively: Define and maintain clear rules of engagement between direct and indirect teams. Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities.
- Own End-to-End Enablement: Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment, so every partner can sell and deliver Digital.ai solutions independently.
- Maintain the Partner Portal: Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility. Ensure it is current, intuitive, and actively used.
- Drive Partner Marketing Execution: Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets. Translate marketing programs into partner-level action plans with measurable pipeline outcomes.
- Serve as the Internal Advocate for Partners: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us.
Requirements:
- 7+ years of channel sales experience in enterprise software, with a clear track record of building and scaling indirect revenue programs.
- Demonstrated expertise in DevOps, Agility, or related enterprise software categories — such as CI/CD, workflow automation, release orchestration, or agile planning.
- Proven record of recruiting, onboarding, and activating net-new channel partners who become consistent revenue contributors within 6–12 months.
- History of meeting or exceeding partner-sourced revenue targets, with a disciplined approach to pipeline management, forecasting, and deal execution.
- Experience navigating cloud marketplace co-sell motions with AWS, Google Cloud, and/or Azure, including private offer structuring and marketplace-originated pipeline.
- Strong track record working with both public sector and commercial channel partners across the Globe.
Benefits:
- Comprehensive medical, dental and vision benefits
- Unlimited Paid Time Off (PTO) Program
- Unlimited access to continuous learning and professional development with TalentLMS
- Flexible working arrangements
- Opportunity to work with a diverse, globally distributed team
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