Remote-friendly EMEA Channel Sales Director

Upland Software; United Kingdom; Remote; GBP 120,000 - 180,000; Full time

Job summary

Upland Software seeks a Director, Channel Sales, EMEA to lead and grow the partner-led business across Europe, the Middle East, and Africa. This senior commercial leader will guide regional channel strategy, manage the Partner Account Manager team, and deepen strategic partner relationships to drive pipeline and bookings.

The role blends executive partner conversations with team coaching and deal strategy, moving partners toward broader solutions and repeatable customer outcomes.

Qualifications

• Significant channel, alliance, indirect-sales and/or partner-led revenue leadership experience in B2B software or enterprise technology.
• Proven success producing revenue through resellers, distributors, OEMs, systems integrators, or strategic partners.
• Experience leading commercial teams across multiple EMEA countries and cultures.
• Strong commercial ownership across planning, pipeline creation, forecasting, opportunity inspection, and revenue attainment.
• Experience building joint business plans and practical go-to-market motions with partner organizations.

Responsibilities

• Lead the EMEA channel team strategy, operating plan, bookings performance, partner-sourced pipeline, and forecast for the region.
• Lead, coach, and develop a geographically distributed team of Partner Account Managers, setting clear expectations and accountability.
• Segment the partner ecosystem and prioritize investment across resellers, distributors, OEMs, systems integrators, and strategic alliances.
• Build executive relationships with priority partners and establish mutual business plans, go-to-market priorities, pipeline reviews, and business review cadences.
• Recruit, onboard, activate, re-engage, and develop partners with the potential to create sustainable customer and revenue outcomes.
• Drive opportunity progression, CRM discipline, pipeline hygiene, current-quarter execution, and future-quarter coverage.
• Coach the team on complex opportunities, partner negotiations, executive engagement, solution positioning, and deal strategy.
• Work across all functional teams including Growth Intelligence, Marketing, Product, Solution Consulting, Customer Success, Services, Support, Operations, Finance, and Legal to improve partner execution.
• Strengthen partner readiness through enablement, demonstrations, sales assets, solution knowledge, repeatable use cases, and scalable portal resources.
• Represent the EMEA channel business in leadership reviews and communicate a credible view of performance, risks, dependencies, and actions.

Skills

Channel sales leadership

Partner ecosystem management

B2B software sales

EMEA regional leadership

Forecasting and pipeline management

Executive stakeholder management

Negotiation and deal strategy

Travel willingness

Tools

CRM systems

Salesforce

Forecasting tools

Job description

Upland Software seeks a Director, Channel Sales, EMEA to lead and grow the partner-led business across Europe, the Middle East, and Africa. This senior commercial leader will guide regional channel strategy, manage the Partner Account Manager team, and deepen strategic partner relationships to drive pipeline and bookings.

The role blends executive partner conversations with team coaching and deal strategy, moving partners toward broader solutions and repeatable customer outcomes.