Director – Americas Strategic Partnerships

Другое

• About  Company  
• Company  is a  global leader in Unified Endpoint Management (UEM) , trusted by over 100 countries and managing millions of devices worldwide. With a rapid pace of innovation,  we have   established  ourselves as a dominant force across Apple, Windows, Android, macOS, Linux, and tvOS.  
• Why  Company ?  
• Company  offers a rare combination of global scale, product excellence, and startup-level velocity. We  operate  in a mission-critical category—supporting organizations that rely on secure, reliable device management every single day. Joining  Company  as Director of Channel Sales means stepping into  an  enterprise in hyper-growth mode. With millions of devices under management and over 100 annual feature releases, you will have the mandate to build, scale, and lead our North American channel strategy from the ground up.  
• Role  
• As the  Director –  Americas   Strategic Partnerships , you will own the US partner ecosystem and drive high-velocity pipeline and revenue growth. You will spearhead our regional go-to-market strategy across the US, managing the full partnership lifecycle: recruiting, enabling, and co-selling with top-tier VARs, MSPs, National Solution Providers (NSPs), and Distributors to win complex enterprise deals. Targeting key decision-makers in IT, Cybersecurity, and Endpoint Management, you will establish the blueprint for Company’s market dominance in North America.  
• Responsibilities  
• Mentor and lead a high-performing team of Channel Managers, building a high-accountability, high-growth culture focused on partner success and quota attainment.   
• Build and execute comprehensive joint business plans, driving pipeline development, executive alignment, and structured quarterly business reviews (QBRs) with top partner executives.  
• Identify, recruit, and activate with the Channel Managers a high-performing portfolio of strategic channel partners, prioritizing revenue impact, strategic alignment, and long-term value over volume.  
• Assist the Channel Managers with actively co-selling and work closely with partners in navigating long-cycle, multi-stakeholder engagements to close deals across mid-market and enterprise accounts (1,000 to 10,000+ seats).  
• Empower partner sales through high-impact value pitch coaching, and sharp competitive positioning against legacy UEM incumbents.  
• Serve as the internal voice of the Channel, collaborating closely with Sales Engineering, Product, Marketing, and Executive Leadership to unblock deals and streamline partner operations.  
• Drive co-marketing/MDF initiatives, creative deal packaging, and lucrative incentive structures to maximize share-of-mind within key partner sales organizations.  
• Maintain rigorous forecasting accuracy for channel-sourced and channel-influenced ARR, consistently outperforming regional revenue targets.  
• Required  Experience & Expertise  
• 10+ years of B2B channel sales experience within enterprise SaaS, Cybersecurity, Unified Endpoint Management (UEM), or IT Infrastructure.  
• 3-5 years of direct leadership experience hiring, scaling, and managing regional channel sales teams in the Americas market.  
• History of carrying and exceeding partner quotas, with deep experience in 2-tier distribution models (Distributors, VARs, MSPs, NSPs).  
• Experienced in selling into the Americas mid-market and enterprise segments (1,000–10,000+ employees).  
• Established network and expertise working with leading Americas IT channels, including MSPs, VARs, GSIs, and Apple/Enterprise-focused resellers (experience with US wireless carriers and agent networks is a strong plus).  
• Ability to articulate complex, technical software capabilities into clear, business-focused value propositions for channel partners and end customers.  
• Market Insight: Deep knowledge of the Americas enterprise tech landscape, buying behaviour, compliance requirements, and regional market dynamics.  
• A background in direct enterprise sales is a plus.  
• Note:  Candidates must be based in the US, with a deep understanding of the North American enterprise ecosystem and willingness to travel as needed for key partner engagements, industry events, and client meetings.  
• Company is an Equal Opportunity Employer.  We welcome and encourage candidates of all backgrounds, identities, and experiences to apply.