Director, Channel - Americas

Exclaimer; Boston (MA); On-site; USD 180,000 - 230,000; Full time

Benefits offered by this job

Flexible working options including XFL

Work-from-anywhere allowance

Generous paid time off

Healthcare coverage

Retirement plans

Job summary

Exclaimer is seeking a Director, Channel Americas to lead and grow our partner ecosystem across the Americas. You will shape the channel strategy, manage a team of Channel Account Managers, and drive partner success, performance, and ARR.

You will build strong relationships with Microsoft resellers, MSPs and VARs, and work cross-functionally with Sales, Marketing, and the broader channel organization to scale the channel business in line with Exclaimer's objectives.

Qualifications

• Proven leadership in channel sales across the Americas.
• Experience managing a channel team with ARR targets.
• Strong knowledge of the Microsoft MSP/VAR ecosystem.
• Excellent presentation and relationship-building skills.
• Ability to drive growth through Microsoft 365 partners.

Responsibilities

• Lead and shape the Americas channel strategy and program.
• Build and nurture relationships with Microsoft resellers, MSPs and VARs.
• Oversee Channel Account Managers and ensure ARR targets.
• Collaborate with Sales, Marketing and the channel org.
• Monitor SLA, CSAT, and partner performance.

Skills

Channel sales leadership

Microsoft ecosystem knowledge

MSP & VAR relationships

Partner enablement

SLA management

CRM/PRM proficiency

Strategic planning

Team coaching

Tools

CRM

PRM

Job description

When you join Exclaimer you will join a global award-winning SaaS provider with an exceptional revenue rate, ambitious growth plans, and an inclusive and outcomes-driven culture. Exclaimer is a high-growth SaaS company with 300+ colleagues across the UK, US, Europe, and Asia-Pacific. We promote a people-first culture built on fairness, inclusion, psychological safety, and continuous learning. As we evolve into a multi-channel platform for branded business communications, we offer employees the opportunity to shape the future of global communication - while growing their careers in a culture where curiosity, creativity, and accountability thrive. We’re officially Great Place To Work Certified. Exclaimer has been recognised by Great Place To Work for our culture of collaboration, trust, and growth. This certification reflects our commitment to creating an environment where every voice matters and people genuinely enjoy coming to work. See our accreditations to learn more: Great Place To Work UK | Great Place To Work USA

About the opportunity

We’re looking for a Director, Channel Americas to lead and grow our partner ecosystem across the region. You'll lead the channel strategy for the Americas, building strong relationships with key Microsoft resellers, MSPs and VARs while leading a team of Channel Account Managers responsible for partner success, performance and ARR.

This is a player-leader role: you'll influence the direction for the Americas channel and hold accountability for its targets, while coaching your team on the day-to-day work of partner enablement, deal progression, and partner experience. You'll work cross-functionally with Sales, Marketing, and the broader channel organization to ensure the Americas partner network is well-equipped, well-informed, and growing in line with Exclaimer's objectives.

Key responsibilities and scope

Leadership and strategy

• Lead and inspire a channel team focused on growing new business through VARs, Microsoft resellers, including CSPs and MSPs, across the Americas region.
• Strategically plan and execute the partner program across the Americas to achieve corporate channel sales objectives.
• Set and meet ambitious quotas for key partners in the Americas market.
• Work cross-functionally with Exclaimer's Sales Executives to support the growth and scale of the channel business.

Partner relationships and ecosystem

• Develop and nurture relationships with key Microsoft MSPs, resellers and VARs, ensuring alignment with Exclaimer's growth objectives.
• Utilize in-depth knowledge of the Microsoft ecosystem, with a specific focus on MSPs and channel resellers, to drive channel sales and business growth.
• Identify, recruit, and onboard new channel partners, with a focus on Microsoft 365 channel resellers and MSPs.
• Maintain overall responsibility for relationship management with partners across the portfolio.

Team oversight (Channel Account Managers)

• Oversee day-to-day relationships across the team's partner portfolio, ensuring each Channel Account Manager owns their patch effectively.
• Drive partner onboarding, enablement, certification, and not-for-resale (NFR) activation across the team.
• Lead partner business reviews and performance check-ins, and ensure these are happening consistently across the region.
• Hold the team accountable for ARR targets by region and segment, including distinct rules for Global/Regional VARs versus MSPs.
• Monitor SLA performance across the team, including first response within four business hours and resolution within 48 hours, and case hygiene above 95%.
• Drive partner CSAT scores of 90% or higher across the portfolio.

Commercial execution and reporting

• Review, monitor, and report on partner-led deals, ensuring visibility and success at the leadership level.
• Effectively utilize CRM and PRM tools for consistent forecasting, pipeline management, and reporting.
• Register and qualify partner-sourced opportunities and work with Account Executives to progress and close new partner-sourced business.
• Collaborate with partners to optimize renewals processes and reduce manual intervention year over year.
• Implement strategies that support improved partner retention (GRR) and partner satisfaction (NPS).

Marketing and communication

• Deliver value propositions and key messaging to the partner community, emphasizing the benefits of Exclaimer's solutions.
• Communicate product launches, promotions, and marketing programs to channel partners alongside the marketing team.
• Execute marketing initiatives in collaboration with partner marketing to drive leads and field engagement.
• Stay abreast of industry trends, competitive products, and Microsoft ecosystem developments, with a specific focus on MSPs and channel resellers.

Skills & Experience

• Proven leadership experience in channel sales, specifically focused on the Americas market.
• Track record of managing or mentoring a channel team, with accountability for team-wide ARR and performance targets.
• Proven experience of fostering an engaging and high performing, in office (3 days per week) culture across the Channel team
• In-depth knowledge of the Microsoft ecosystem, with a specific emphasis on MSPs and channel resellers.
• Experience working with channel ecosystems including VARs, MSPs, and the Microsoft Marketplace.
• Strong operational discipline and SLA management capability.
• Excellent presentation, communication, and relationship-building skills.
• Effective time management and organizational abilities, comfortable operating in a fast-paced environment.
• Proven ability to drive growth through Microsoft 365 channel reseller partners and MSPs.
• Proactive approach to developing new engagement models for partners.

At Exclaimer, we’re proud to offer a benefits package that reflects our commitment to supporting you professionally, personally, and wherever life takes you. Alongside competitive pay, you’ll have access to generous paid time off, flexible working options including our XFlex programme and a "work from anywhere" allowance - plus enhanced leave for all new parents, regardless of gender, family structure, or path to parenthood. Our wellbeing offering includes comprehensive healthcare coverage, fully funded insurance and income protection, access to 24/7 virtual care, and mental health, legal and financial support through employee assistance programmes. We help you plan for the future with contributory retirement plans and savings support, and back your day-to-day wellbeing with perks like subscriptions to Calm and Blinkist, fitness and lifestyle credits, global travel assistance and a wide range of discounts. Wherever you're based, you'll find that Exclaimer’s benefits are designed to help you thrive: at work and beyond.

At Exclaimer, inclusion is more than a policy - it’s part of who we are. We’re proud to be an equal opportunity employer and welcome applications from people of all backgrounds, experiences, and identities. We consider all candidates fairly and without discrimination irrespective of ethnicity, race, religion, nationality, age, gender, marital status, disability, neurodivergence, caring responsibilities, sexual orientation, or gender identity. We’re building a culture where everyone feels they belong and can thrive, and we’d love for you to be part of it. If you require any reasonable adjustments or support through the application or hiring process, please email the team in confidence via [e-mail] to let us know.