Head of Channel Sales (m/f/d)

GBTEC Group; Bochum; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Benefits dieser Stelle

Flexible Arbeitszeiten

Moderne Büroausstattung

Gehalt mit leistungsorientierten Bonus

Internationale Karriereperspektiven

Entwicklungsmöglichkeiten

Zusammenfassung

GBTEC Group sucht eine/n Head of Channel (m/w/d), um das Partner-Geschäft international aufzubauen und zu skalieren. Sie entwickeln das Partner-Ökosystem in DACH, Europa und ausgewählten Märkten und arbeiten eng mit Sales, Marketing, Produkt, Professional Services und Customer Success zusammen.

Sie entwerfen Strategien, Programme und Governance, rekrutieren strategische Partner und bauen joint go-to-market-Modelle auf.

Qualifikationen

• Mehrjährige Führungserfahrung im Channel Management, Allianzen oder Ecosystem-Development in B2B-Software/Enterprise-Technologie.
• Nachweisbare Erfolge beim Aufbau internationaler Partner-Ökosysteme
• Erfahrung in Recruiting neuer strategischer Partnern
• Entwicklung von Partnerprogrammen, Portalen, Enablement-Frameworks oder ähnlicher Channel-Infrastruktur
• Verständnis von indirekten, partnergesteuerten und hybriden Go-to-Market-Modellen
• Arbeiten über mehrere europäische Märkte hinweg, idealerweise Netzwerk in Beratung/Systems-Integration/Software
• Ausgeprägte kommerzielle Fähigkeiten, Entwicklung gemeinsamer Wertversprechen und Go-to-Market-Initiativen
• Ausgeprägte Stakeholder-Kommunikation, Überzeugungs- und Verhandlungsgeschick

Aufgaben

• Entwerfe und implementiere die internationale Channel- und Partnervoorstruktur, fokussiert auf DACH und Europa.
• Definiere Märkte, Branchen, Partner-Segmente und go-to-market-Routen mit hohem Potenzial.
• Entwerfe, starte und entwickle ein skalierbares Partner-Programm mit Segmentierung, Modellen, Anreizen und Governance.
• Leite Anforderungen für das Partner-Portal und führe seine Implementierung als zentrale Plattform durch.
• Identifiziere, rekrutiere und onboard strategische Partner wie Beratungsfirmen, SI, Technologiepartner und Reseller.
• Baue starke Beziehungen zu Stakeholdern und entwickle gemeinsame Business-Pläne.
• Etabliere Enablement- und Zertifizierungsrahmen für Vertrieb/Pre-Sales/Beratung/Delivery.
• Entwickle wiederholbare Joint-Go-to-Market-Modelle, Kampagnen, Events, Webinare und Partner-Lösungsplays.
• Arbeite eng mit Sales und Marketing zusammen, um partnergetriebene Pipeline zu generieren.
• Definiere klare Engagement-Regeln zwischen Direct Sales und Partnern, inklusive Account Mapping und Deal-Registration.
• Überwache KPIs wie Partner-Aktivierung, Partner-Ressourcen, Pipeline und Time-to-First-Opportunity.
• Überführe erfolgreiche Partner-Initiativen in skalierbare Playbooks für weitere Märkte.
• Baue Team, Prozesse und Tools auf, um das Partner-Geschäft international zu skalieren.
• Zusammenarbeit mit CRO und weiteren Stakeholdern; Teil eines internationalen Channel-Teams

Kenntnisse

Leadership

Channel Mgmt

Partnerships

Go-to-market

Stakeholder mgmt

Travel

English

German

Jobbeschreibung

Deine Aufgaben

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.

Dein Profil

• 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

Warum wir?

• 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.

Über uns

Seit mehr als 20 Jahren entwickeln wir erfolgreich innovative Softwarelösungen und begleiten Kunden weltweit in erstklassigen Beratungsprojekten. Die Zukunftsfähigkeit unserer Branche sowie die agilen Strukturen unseres Unternehmens bilden den Grundstein für weiteres, gesundes Wachstum GBTECs. Als attraktiver Arbeitgeber arbeiten wir stetig daran, das Beste für unsere GBTEChies herauszuziehen. Überzeuge Dich selbst und lerne uns im Karrierebereich kennen.