Senior Director/VP Channel
You will own global channel ARR targets, lead two Channel Directors who manage all
CAMs across regions, and drive the shift from a fragmented, low-productivity channel
to a segmented, scalable partner ecosystem that drives predicable growth.
Key Responsibilities
Strategy & Leadership
• Define and execute the global channel strategy, aligning partner motions to
broader GTM and growth objectives
• Lead and develop two Channel Directors with full CAM team accountability
beneath them
• Build a high-performance channel culture focused on partner success,
accountability, and continuous improvement
• Represent Channel at ELT and Board level with clear metrics and narrative
Revenue & Commercial Performance
• Own global channel ARR performance across all segments: Global VARs,
Regional VARs, Enterprise MSPs, SMB MSPs, and Distribution
• Drive new partner-sourced pipeline and expansion ARR growth across all regions
• Partner with Sales on clean ARR ownership: AEs close New ARR, CAMs own Expansion ARR
• Define and enforce partner tiering, pricing consistency, and incentive structures
globally
Partner Ecosystem Development
• Build and evolve a tiered partner programme that rewards productivity and
drives loyalty
• Develop and maintain strategic relationships with key distribution partners,
marquee VARs, and Enterprise MSPs
• Lead partner enablement strategy: certification, onboarding, playbooks, and
PRM adoption
• Execute the FY26 channel transformation including segmentation, CAM
operating model, and self-serve infrastructure
Partner Experience & Operations
• Drive partner NPS from current levels to +20 across all segments
• Hold the organisation to SLA standards, inbound case hygiene disciplines, and
handover rigour
• Collaborate with Marketing on MDF allocation, co-sell programmes, and partner
demand generation
• Work cross-functionally with Product, CS, and Operations to remove friction and
improve the end-to-end partner experience