Global Channel Sales Director, EMEA & APAC

Capital Factory; Ireland; On-site; EUR 120,000 - 180,000; Full time

Job summary

SmartBear seeks a results-driven Director of Channel Sales, International, to grow partner sales in EMEA and manage a Channel Sales Managers team in India and APAC. Based in Galway, Ireland, this role shapes channel strategy, aligns with marketing, sales, and legal, and reports to the SVP of Global Channel Partnerships.

You will lead partner recruitment, drive joint business planning, and strengthen relationships with key partners like AWS, delivering scalable growth across regions.

Qualifications

• Minimum 8 years of experience in channel sales management, ideally within the software industry.
• Proven track record of exceeding sales targets through partner channels.
• Experience building and growing channel sales team.
• Strong understanding of the EMEA IT landscape and channel ecosystem.
• Excellent relationship building and communication skills.
• Ability to build trust and influence stakeholders at all levels.
• Strategic thinking and analytical abilities.
• Proficiency in CRM software and marketing automation tools.

Responsibilities

• Develop and execute a comprehensive channel strategy for the EMEA region, managing, identifying and recruiting high-growth partners with strong industry relationships.
• Manage partner lifecycle in region and across international regions including:
• Negotiate and manage partner agreements, ensuring alignment with company goals and objectives.
• Onboard and enable new partners, providing training, marketing materials, and ongoing support to equip them for success.
• Drive partner sales performance through joint business planning, lead generation initiatives, and deal support.
• Develop strong relationships with key decision-makers within partner organizations.
• Monitor and analyze partner performance, identify areas for improvement, and implement strategies to optimize channel effectiveness.
• Travel throughout the region (when possible) to build relationships and support partners.

Skills

Channel sales leadership

Strategic thinking

Relationship building

CRM software

Marketing automation

Negotiation

Team management

Tools

CRM software

Marketing automation tools

Job description

SmartBear seeks a results-driven Director of Channel Sales, International, to grow partner sales in EMEA and manage a Channel Sales Managers team in India and APAC. Based in Galway, Ireland, this role shapes channel strategy, aligns with marketing, sales, and legal, and reports to the SVP of Global Channel Partnerships.

You will lead partner recruitment, drive joint business planning, and strengthen relationships with key partners like AWS, delivering scalable growth across regions.