Director of Channel Sales, International

Key Responsibilities

Partnership Management & Development

• Develop and execute a comprehensive channel strategy for the EMEA region, managing, identifying and recruiting high-growth partners with strong industry relationships. In addition, you will be the International lead for our growing and strategic go-to-market partnership with AWS.

• Manage partner lifecycle in region and across international regions including:

• Negotiate and manage partner agreements, ensuring alignment with company goals and objectives.

• Onboard and enable new partners, providing training, marketing materials, and ongoing support to equip them for success.

• Drive partner sales performance through joint business planning, lead generation initiatives, and deal support.

• Develop strong relationships with key decision-makers within partner organizations.

• Monitor and analyze partner performance, identify areas for improvement, and implement strategies to optimize channel effectiveness.

• Travel throughout the region (when possible) to build relationships and support partners.

SmartBear and Team Development

• Manage international focused channel managers (2 team members as of today) – communicate strategies, set targets, provide coaching, and evaluate performance.

• Manage sales forecast for channel sourced and assisted new and renewal business – provide weekly status on quarterly objectives.

• Develop and maintain close working relationships with internal teams (marketing, sales, renewal, customer success, and product) to ensure seamless partner engagement. Communicate channel best practices, guidance, training, and be the leader for regional channel/partner expertise.

• Create business strategies, results and recommendations based on sales and channel performance in region and communicate to SmartBear Channel and GTM leadership.

What success looks like

• Strengthen EMEA and International partner ecosystem by developing and executing sales plays and co-selling activity with SmartBear and partner teams.

• Develop higher performing team culture within the existing international partner team and extending to supporting teams in region and across the globe.

• Increase partner productivity and track through existing deal registration program with targets for partner sourced revenue.

• Increase attachment and regional interaction with AWS as a strategic partner.

Qualifications

• Minimum 8 years of experience in channel sales management, ideally within the software industry.

• Proven track record of exceeding sales targets through partner channels.

• Experience building and growing channel sales team.

• Strong understanding of the EMEA IT landscape and channel ecosystem.

• Excellent relationship building and communication skills.

• Ability to build trust and influence stakeholders at all levels.

• Strategic thinking and analytical abilities.

• Proficiency in CRM software and marketing automation tools.

Preferred Qualifications

• Experience selling in the DevOps software management, development, and testing market.

• Existing network of contacts within the EMEA IT channel.

• Fluency in a second language spoken in the EMEA region.

Why you should join the SmartBear crew

• You can grow your career at every level.

• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.

• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.

• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically -- the whole person.

• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is…