Zearch
VP, Channel Partnerships - $1Bn ARR B2B SaaS Platform
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VP of Global Channel Partnerships
The VP of Global Channel Partnerships will own our client’s channel strategy and the revenue it produces. This is a classic software channel leadership role. We are seeking someone who has built a channel organisation and knows every component required to make one work: partner recruiting, enablement, implementation, and ongoing management of a channel software business.
This leader will scale a partner ecosystem that positions, resells, implements, and supports our client’s product portfolio globally. Success means quantifiable results against clear targets: direct and influenced bookings, partner productivity, and customer retention. The role reports to the Chief Growth Officer and requires close partnership with senior Sales, Product, Revenue Operations, Marketing, and Corporate leaders across regions to align channel goals and build broad internal support for the programme.
Key Responsibilities
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Build and scale the global channel partner programme
- Own the full partner lifecycle across regions: recruiting the right partners, onboarding them, enabling them to sell and implement independently, and managing performance against targets.
- Set the policies, tiering, margin structure, and rules of engagement that make the programme work at scale.
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Recruit partners in priority markets
- Identify white space by geography and segment, then land the resellers, distributors, and implementation partners who can produce meaningful revenue there.
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Own partner enablement
- Build the sales, technical, and implementation enablement that gets partners productive fast and keeps them current as the portfolio evolves, including certification, training paths, deal support, and partner-facing tools.
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Stand up channel implementation capacity
- Develop partners who can deliver quality implementations at scale, protecting customer outcomes while extending the company's delivery capacity.
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Manage partner performance
- Run regular business reviews, hold partners accountable to plans, and make the call on where to invest, where to restructure, and where to exit.
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Develop go-to-market motions with strategic technology partners
- Build co-marketing, co-selling, and referral programmes with major hyperscaler and platform partners.
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Grow the integration and ISV ecosystem
- Manage programme benefits, events, and technology access for integration and services partners. Measure the value each tier produces and adjust accordingly.
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Evaluate strategic sector partnerships
- Assess, negotiate, and selectively execute reseller and distribution agreements with other companies in the sector, and lead the go-to-market plan with Sales, Marketing, and Operations.
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Manage government, consortia, and sector network relationships
- Define the strategy for working with public and non-profit organisations and set success metrics for those relationships.
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Forecast and manage budget
- Deliver accurate channel forecasts, hit targets, and operate the programme budget effectively.
Success Metrics
- Strategic partner-sourced and partner-influenced pipeline and bookings, new and renewal
- Number of certified, productive reseller partners by region
- Partner-delivered implementation volume and customer satisfaction on those implementations
- Revenue produced by integration and services partnerships
- Engagement levels across the partner ecosystem
- Bookings and revenue attributable to new partnerships
- ROI on channel programme spend
Experience
- 15+ years in channel, partnerships, business development, or sales leadership within B2B SaaS
- Experience in SaaS Applications across HCM, EdTech, CX, ERP is a strong plus
- Demonstrated experience building a channel organisation from the ground up, or materially rebuilding one
- Deep hands-on ownership of the full channel stack: recruiting, enablement, implementation, and partner management
- Extensive experience running multinational B2B SaaS reseller programmes
- A track record of negotiating and implementing large-scale partnerships (>$1M)
- Proven ability to set and hit ambitious quarterly and annual channel targets, and to motivate a team toward them
- Strong team leadership, with the ability to both set strategy and execute. International experience preferred
- A history of budget management and P&L ownership
- Familiarity with the product category, adjacent technologies, and the pain points of the customer base is welcome but not required
Get help with your application
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Are you?
- A global, holistic thinker with strong attention to detail
- Comfortable negotiating with C-level counterparts, internally and externally
- An outstanding communicator across written, presentation, and spoken formats with international audiences
- Strong planning and project management skills, and highly organised across multiple concurrent priorities
- A self-starter who drives business objectives without waiting for directions
- Understands how decisions in one part of the business affect the rest
- An empathetic leader who connects with teams and peers
- Takes a consultative approach to working with Sales, Product, and Marketing
Why Apply?
- Competitive compensation, plus an ownership programme for all full-time employees, so that everyone has a stake in the company's success
- A flexible work culture, with remote, hybrid and in-office collaboration spaces varying by role, team and location
- Generous time off, including local holidays and an annual company-wide shutdown period in late December, when teams are encouraged to step back and recharge based on departmental needs
- Comprehensive wellness programmes and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement
- The technology and tools required to do their best work
- An employee recognition programme
- A culture rooted in inclusivity, support, and meaningful connection
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