Bochum Head of Channel Sales (m/f/d)

Gbtec Ag; Bochum; Hybrid; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Performance bonuses

Flexible working hours

Office gym and facilities

Job summary

Gbtec AG is seeking a Head of Channel to own and scale our partner business across the DACH region, Europe, and select markets. You will design the strategy, build programs, recruit strategic partners, and create repeatable GTM models.

Work with Sales, Marketing, Product, and Customer Success to fuel growth. You will join an international channel team and lead the enablement, certification, and governance to drive partner-sourced and partner-influenced opportunities.

Qualifications

• Leadership experience in Channel/Alliances within B2B software, SaaS, or enterprise tech.
• Proven track record building and scaling international partner ecosystems.
• Strong ability to recruit, engage and enable partners across multiple markets.

Responsibilities

• Develop and implement the international channel and partner strategy (DACH, Europe).
• Define markets, partner segments, and routes to market with high potential.
• Launch and evolve a scalable Partner Program with governance and certification.
• Lead Partner Portal requirements and drive its implementation.
• Recruit and onboard strategic partners: consulting firms, SI, tech partners, resellers.
• Build relationships with senior stakeholders and create joint business plans.
• Establish partner enablement and certification frameworks for sales and delivery teams.
• Create repeatable joint GTM models and partner-specific plays.
• Collaborate with Sales/Marketing to generate partner-driven opportunities.
• Define engagement rules between direct sales and partners, including lead sharing and pipeline management.
• Track KPIs: partner activation, pipeline, and time to first opportunity.
• Turn initiatives into scalable playbooks for expansion.

Skills

Channel management

Partnership development

B2B SaaS

Stakeholder management

Strategic thinking

Analytical skills

People leadership

Travel willingness

Fluent English

German fluency

Education

Bachelor's degree in Business/IT

Tools

CRM (Salesforce)

BI tools

Job description

As Head of Channel (m/f/d), you will take ownership of building and scaling our partner business across the DACH region, Europe, and selected international markets. You will develop a high-performing partner ecosystem that becomes an integral part of our international go-to-market strategy. This is not a role focused on managing an established channel organization. You will design the partner strategy, establish the required programs and infrastructure, recruit strategic partners, and create repeatable joint go-to-market models. Working closely with Sales, Marketing, Product, Professional Services, and Customer Success, you will turn our partner business into a scalable growth engine. Join the GBTEC team and play a key role in expanding our international presence in the exciting world of Business Process Management, Process Intelligence, and Process Automation.

Your Tasks:

• Develop and implement our international channel and partner strategy, initially focusing on the DACH region and Europe
• Define relevant markets, industries, partner segments, and routes to market with the highest commercial potential
• Design, launch, and continuously develop a scalable Partner Program, including partner segmentation, commercial models, incentives, qualification criteria, certification, and governance
• Define the requirements for our Partner Portal and lead its implementation as the central platform for partner information, enablement, deal registration, and collaboration
• Identify, recruit, and onboard strategic partners, including consulting firms, system integrators, technology partners, resellers, and specialist BPM and Process Intelligence organizations
• Build strong relationships with senior stakeholders and develop joint business plans with strategically relevant partners
• Establish a structured partner enablement and certification framework for sales, pre-sales, consulting, and delivery teams
• Develop repeatable joint go-to-market models, campaigns, events, webinars, workshops, and partner-specific solution plays
• Work closely with Sales and Marketing to generate partner-sourced and partner-influenced opportunities
• Establish clear rules of engagement between our direct sales organization and partners, including account mapping, lead sharing, deal registration, and joint pipeline management
• Define and monitor relevant KPIs, such as partner activation, certified partner resources, partner-generated pipeline, partner-sourced revenue, and time to first opportunity
• Turn successful partner initiatives into scalable go-to-market playbooks for additional European and international markets
• Build the team, processes, tools, and infrastructure required to scale the partner business internationally
• Collaborate closely with the Chief Revenue Officer and relevant stakeholders across the organization
• You will join an international channel team currently consisting of two colleagues in the DACH region, one colleague in Spain, and one colleague in the UK.
• Several years of relevant leadership experience in Channel Management, Alliances, Partner Sales, or Ecosystem Development within B2B software, SaaS, or enterprise technology
• Proven experience in building, transforming, or significantly scaling an international partner ecosystem
• Strong track record in identifying and recruiting new strategic partners
• Experience in developing partner programs, partner portals, enablement frameworks, certification models, or similar channel infrastructure
• Strong understanding of indirect, partner-led, and hybrid go-to-market models
• Experience working across multiple European markets and ideally an established network within consulting, system integration, technology, and software partner ecosystems
• Strong commercial skills and experience in developing joint value propositions, business plans, and go-to-market initiatives
• Excellent stakeholder-management, communication, influencing, and negotiation skills
• Confidence in engaging with senior executives internally and within partner organizations
• Strong analytical skills and a data-driven approach to measuring partner performance
• Strategic thinking combined with a highly hands-on and execution-oriented working style
• Entrepreneurial mindset and the motivation to build a new business area from the ground up
• Willingness to travel internationally
• Fluent English skills; very good German skills are strongly preferred
• Preferably based in Germany
• A key leadership role with the opportunity to build and shape our international partner business from the ground up
• Challenging and varied responsibilities within a highly motivated and international team
• Direct collaboration with our Chief Revenue Officer and other senior leaders
• A high level of ownership and the freedom to turn your ideas into scalable business models
• Support for your personal and professional development through training, mentoring, and individual development opportunities
• Excellent career prospects in a fast-growing international software company
• A secure position in a future-oriented industry
• An attractive compensation package including performance-related components and additional benefits
• Flexible working hours, flat hierarchies, and an open and collaborative company culture
• Modern and attractive office facilities, including free drinks, coffee, a gym, personal training opportunities, and a football pitch

GBTEC is committed to diversity in practice and therefore welcomes all applications, regardless of nationality, ethnic and/or social background, gender, religion or belief, disability, age, or sexual identity.