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Director of Partner Channels (VAR) – REMOTE

Location: Remote | Job # 694 | Category: Sales- Business Development

The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs) business.  This role will develop, execute, measure, & report the US VAR strategic plan and will be responsible for delivering the annual financial results.  Additionally, this individual will lead a seasoned VAR sales & marketing organization, develop, enhance, & implement VAR programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel VAR’s & VAR distributors to enable profitable revenue growth, define and measure key performance indicators, & report out on financial performance and future planning/investments need to grow the business.


  • Strategic planning including competitive planning, identification of key market segments, designing new VAR programs, developing sales plays for both new and existing VAR partners.
  • Own the VAR business unit financial performance including revenue, profit, and OPEX and be accountable for results and investments needed to grow the business.
  • Develop and implement a sales go to market plan that optimizes headcount to focus on acquiring new VAR partners, successful VAR onboarding, growing existing VAR partners, and upsell existing VAR partners.
  • Create a VAR sales engagement model that provides upsell/cross-sell consulting to existing VAR partners.
  • Utilize a data led approach to identify & acquire new VAR partners
  • Create a VAR onboarding model that enables successful VAR production within the first 90 days.
  • Define, implement, and measure VAR KPI’s monthly and incorporate into corporate CRM.
  • Design the strategic VAR marketing offerings and work collaboratively with the marketing organization to implement, manage, and report ROI.
  • Prepare internal business reviews and financial analyses of strategic business plan, highlighting KPI performance, areas of focus, business issues, areas to improve, and key wins.
  • Create a high-performance sales culture through servant leadership and effective coaching and mentoring.
  • Develop, recruit and retain high performance talent with creative leadership, coaching, & mentoring.
  • Work with Learning & Development to implement effective product & services training along with developing situational sales playbooks.
  • Motivate sales organization through creating a fun and exciting work environment.
  • Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w/ VAR) business reviews.


  • Minimum of 8-10 years of channel VAR sales experience in a senior role within a major enterprise software provider or emerging software vendor during a period of rapid growth or transformation, managing a specific channel sales, marketing or alliance book of business
  • Experience in security is a plus
  • Strong business acumen and proven planning skills and executive presence
  • Proven ability to manage a remote sales team while upholding a high degree of accountability and ownership
  • College Degree or equivalent work experience


  • Meet or exceed annual VAR business plan requirements
  • Meet or Exceed Monthly Sales Quota
  • Performance to each defined VAR KPI.  For example:
  • SMB & Mid-Market New Billings
  • SMB & Mid-Market New Partner/Customer Acquisition
  • SMB & Mid-Market Renewal/Success Rate Trending
  • Billing per Partner Trending
  • Upsell & Cross Sell Ratio Trending
  • New Product Adoption Rates
  • VAR direct engagement scores
  • Associate direct engagement scores

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