Head of Channel Sales – Alliances

🔥 13 hours ago

🇺🇸 United States – Remote

💵 $195k - $262k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Salesloft

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

🤝 B2B

☁️ SaaS

⚡ Productivity

B2B • SaaS • Productivity

Salesloft is a company that provides a sales engagement platform designed to help businesses improve their sales processes and enhance customer relationships. The platform offers features such as email tracking, call logging, and sales analytics, allowing sales teams to engage with prospects more effectively and efficiently. Salesloft integrates with various third-party applications, including Salesforce, LinkedIn, and Microsoft Outlook, to streamline sales activities and improve productivity. The company also focuses on providing reliable services by monitoring and resolving incidents that may impact the use of their platform, ensuring minimal disruption to their users.

📋 Description

• Own the partner channel that sources a meaningful share of Salesloft’s new closed-won revenue • Build and run a quota-carrying Channel Sales & Alliances organization • Lead private equity partnerships and structure portfolio-wide agreements and programs • Run portfolio-specific plays with Sales, Marketing, and Customer Success from introduction through close • Own go-to-market with AWS, Microsoft Azure, and Google Cloud, including marketplace listings, private offers, and co-sell programs • Build strategic alliances with CRM and productivity platforms such as Salesforce, Microsoft, and HubSpot • Align with partner field sellers to generate sourced and co-sold pipeline • Identify, recruit, and sign ISVs and AI platforms for integrations, embedding, distribution, MCP integrations, and agent ecosystems • Define co-sell and co-marketing motions with ISV partners • Shape the partner integration roadmap with Product and Engineering • Design partner economics for AI and agent partners, including revenue sharing • Recruit and onboard VARs, BPO providers, systems integrators, and RevOps consultancies • Negotiate reseller and partner agreements, pricing, margin structures, and business terms • Equip partner sellers with value-selling playbooks, competitive positioning, and qualification criteria • Plan, forecast, and report partner-sourced and partner-influenced revenue • Set team quotas, coverage models, and performance standards • Lead the Channel Sales & Alliances team and collaborate with Sales, Marketing, Product, Customer Success, Legal, and RevOps

🎯 Requirements

• 12+ years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS, with senior leadership experience managing teams • Track record of sourcing and closing partner-driven revenue and meeting or exceeding quota, with results described in terms of closed-won revenue • Experience with private equity relationships, ISV or technology integration partnerships, cloud marketplace and co-sell programs with AWS, Microsoft, or Google Cloud, or VAR, BPO, and services channel programs; experience in more than one strongly preferred • Experience building a partner program from the ground up or rebuilding one after a merger or acquisition • Established network of private equity operating partners and portfolio company leaders • Familiarity with AI, API, and MCP-based integration ecosystems • Ability to discuss Salesloft's fit credibly with technical partners • Proven ability to negotiate complex partner, reseller, and revenue-sharing agreements • Ability to coach and lead a team, set quotas, and hold people accountable • Strong sales acumen and fluency with CRM and partner tools such as Salesforce, partner relationship management platforms, and account-mapping tools, including building partner attribution models • SaaS experience required • Executive presence and comfort presenting at conferences, events, and webinars and influencing C-suite stakeholders • Excellent written and verbal communication • Ability to lead cross-functional initiatives across Product, Marketing, and Revenue teams

🏖️ Benefits

• Competitive, holistic benefits program supporting physical, mental, and financial health • Coverage options • Wellness incentives • Perks • Inclusive and supportive workplace • Equal Opportunity Employer • AI-assisted hiring process with opt-out available without impact on consideration

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