Channel Sales Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Sales Director based in United Kingdom. As a Channel Sales Director, you will lead the expansion and growth of a strategic partner ecosystem across EMEA. You will own the channel go-to-market strategy, from identifying and recruiting partners to enabling them and driving sustainable indirect revenue. The role combines senior commercial leadership with enough technical depth to engage credibly around software, hardware, architecture, APIs, and integrations. You will build executive-level relationships, shape joint business plans, and collaborate closely with direct sales, product, engineering, and solutions teams. Your work will directly influence market expansion, pipeline generation, customer outcomes, and overall commercial growth. This is a remote, internationally focused opportunity with significant travel across Europe. Lead the EMEA channel strategy: Define and execute a comprehensive channel go-to-market strategy aligned with commercial objectives and regional growth opportunities. Build the partner ecosystem: Identify, recruit, onboard, and develop strategic partners capable of expanding market reach and delivering strong customer outcomes. Own partner relationships: Establish trusted, executive-level relationships and manage the full partner lifecycle, from initial engagement through long-term growth. Drive indirect revenue: Develop joint business plans, co-selling motions, pipeline-generation initiatives, and other programs that translate partner relationships into measurable revenue. Enable partners technically: Ensure partners have the knowledge, resources, and capabilities required to position, demonstrate, implement, and support solutions effectively. Develop partner programs: Design incentives, enablement initiatives, certification programs, and co-marketing activities that increase partner engagement and commercial performance. Coordinate with direct sales: Align channel and direct sales activity, establish clear territory strategies, and proactively resolve potential channel conflicts. Influence business strategy: Bring partner feedback, customer insights, and market intelligence into product, engineering, and broader business strategy discussions. Measure channel performance: Track revenue, pipeline, partner acquisition, technical certification, satisfaction, and program ROI to identify opportunities for continuous improvement. Collaborate across functions: Work closely with product, engineering, solutions, and commercial teams to ensure channel initiatives are technically sound and commercially effective. Requirements: Channel leadership experience: 10+ years of experience in channel, partner, or indirect sales, ideally within technology, manufacturing, distribution, software, SaaS, or hardware environments. Partner ecosystem expertise: Demonstrated success building, scaling, and managing partner ecosystems that generate meaningful revenue and market growth. Commercial leadership: Experience leading teams or cross-functional channel functions spanning both commercial and technical responsibilities. Technical understanding: Comfortable discussing product architecture, APIs, integrations, and technical concepts at a high level with partners and internal stakeholders. Strategic thinking: Strong strategic and analytical capabilities, with the ability to translate market opportunities and partner data into actionable commercial plans. Relationship building: Excellent executive communication, negotiation, stakeholder management, and relationship-building skills. Customer and market orientation: Ability to understand partner and customer needs and turn market insights into effective channel strategies. Industry experience: Experience selling to departments of transportation or their technology and service vendors would be advantageous. Education: Bachelor's degree in Business, En