Director, Channel Sales – EMEA

Job not on LinkedIn

🔥 0 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

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Upland Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

💼 Consulting

📣 Marketing

☁️ SaaS

💰 $115M Post-IPO Equity on 2022-07

Consulting • Marketing • SaaS

Upland Software is a leading provider of AI-powered cloud software solutions that enhance business efficiency across various domains. Their products include computer telephony integration, AI-powered knowledge management, customer engagement, document automation, and marketing tools that increase revenue, reduce costs, and deliver significant value. Upland's software is used to improve contact center productivity, manage content lifecycles, optimize digital marketing, and drive sales productivity through enhanced workflows and AI-driven insights. Trusted by over 10,000 customers, Upland's solutions are designed to power enterprise digital transformation and bring immediate business outcomes.

📋 Description

• Lead the EMEA channel team strategy, operating plan, bookings performance, partner-sourced pipeline, and regional forecast • Lead, coach, and develop a geographically distributed team of Partner Account Managers • Segment the partner ecosystem and prioritize investment across resellers, distributors, OEMs, systems integrators, and strategic alliances • Build executive relationships with priority partners and establish mutual business plans, go-to-market priorities, pipeline reviews, and business review cadences • Recruit, onboard, activate, re-engage, and develop partners • Drive opportunity progression, CRM discipline, pipeline hygiene, current-quarter execution, and future-quarter coverage • Coach the team on complex opportunities, partner negotiations, executive engagement, solution positioning, and deal strategy • Collaborate with Growth Intelligence, Marketing, Product, Solution Consulting, Customer Success, Services, Support, Operations, Finance, and Legal • Strengthen partner readiness through enablement, demonstrations, sales assets, solution knowledge, repeatable use cases, and scalable portal resources • Represent the EMEA channel business in leadership reviews and communicate performance, risks, dependencies, and actions • Help partners move from individual product conversations toward broader solutions and repeatable customer outcomes

🎯 Requirements

• Significant channel, alliance, indirect-sales, solution selling and/or partner-led revenue leadership experience in B2B software or enterprise technology • Demonstrated success producing revenue through resellers, distributors, OEMs, systems integrators, or strategic partners • Experience leading commercial teams across multiple EMEA countries and cultures • Strong commercial ownership across planning, pipeline creation, forecasting, opportunity inspection, and revenue attainment • Experience building joint business plans and practical go-to-market motions with partner organizations • Proven ability to establish executive-level relationships and coordinate complex, cross-functional opportunities • Strong written, verbal, presentation, negotiation, facilitation, and coaching skills • Ability and willingness to travel regularly across EMEA • Experience in enterprise software, SaaS, document workflow, intelligent capture, content management, process automation, or digital communications • Experience managing a mixed partner ecosystem including strategic, transactional, and OEM relationships • Experience with partner segmentation, activation, enablement, advisory boards, QBRs, and performance management • Familiarity with CRM-based forecasting and sales operating cadences • Additional European language capability

🏖️ Benefits

• Remote work supported • Global culture of growth and possibility • Opportunities to work with smart, creative teams • Regular travel across EMEA