Channel Director for B2B  

The Channel Director – B2B will be responsible for developing and executing the overall channel sales strategy for the company’s business-to-business segment. This leadership role will oversee partnerships, distribution networks, and strategic alliances to maximize revenue, market share, and brand visibility in the B2B space.

The ideal candidate is a proven leader in channel management, with strong business acumen, partner relationship skills, and a track record of driving growth through indirect sales models.

Key Responsibilities

• Develop and implement the B2B channel sales strategy to achieve revenue and market share targets.
• Identify, recruit, and onboard high-potential channel partners, resellers, and distributors.
• Build and maintain strong, long-term relationships with key partners, ensuring alignment with the company’s goals.
• Monitor partner performance and provide training, support, and incentives to maximize productivity.
• Collaborate with Marketing, Product, and Sales teams to create joint go-to-market plans.
• Conduct market analysis to identify opportunities, competitive threats, and emerging trends.
• Negotiate agreements and contracts with channel partners to ensure mutual profitability.
• Track and analyze key performance indicators (KPIs) to measure channel effectiveness and ROI.
• Drive partner enablement programs including sales training, certifications, and marketing support.
• Represent the company at industry events, trade shows, and partner meetings.

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 10+ years of experience in sales, channel management, or business development, with at least 5 years in a leadership role.
• Proven success in building and scaling B2B channel programs.
• Strong network of industry contacts and partner relationships.
• Excellent negotiation, communication, and leadership skills.
• Data-driven decision-making approach with strong analytical capabilities.
• Experience in [insert relevant industry – e.g., IT solutions, telecom, manufacturing, SaaS] preferred.