Head of Channel Sales & Alliances

The Company is seeking a Head of Channel Sales & Alliances to build and lead a quota-carrying partner organization, with responsibility for partner-sourced revenue, partner-influenced pipeline, and customer retention and expansion. The role will develop partnerships across private equity, cloud marketplaces and strategic platforms, software and AI integration ecosystems, and reseller and services channels. Responsibilities include creating joint sales and marketing programs, negotiating partner agreements and commercial terms, and turning partner relationships into measurable, closed-won business. The leader will set team quotas and coverage models, represent the organization with strategic partners, and collaborate across sales, marketing, product, customer success, legal, and revenue operations. Candidates should bring 12 or more years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS, including senior leadership and team management. A strong record of sourcing and closing partner-driven revenue against quota is required, along with experience building or rebuilding partner programs and negotiating complex agreements. Relevant background may include private equity, technology integrations, cloud marketplace and co-sell programs, or reseller and services channels; familiarity with AI, APIs, and integration ecosystems is also important. The role calls for strong sales judgment, CRM and partner-tool fluency, partner attribution expertise, executive presence, and excellent communication and cross-functional leadership skills.