Director of Channel Sales & Partnerships

Overleaf Enterprise; United States; Remote; USD 100,000 - 150,000; Full time

Job summary

A pioneering technology company seeks a Director of Channel Sales & Partnerships to lead its global channel sales strategy. This role focuses on managing relationships with key partners and driving revenue in academic, government, and corporate sectors through indirect sales channels. The ideal candidate will have extensive experience in channel sales, strategic partnerships, and team management, coupled with a strong understanding of SaaS solutions.

Qualifications

• 5+ years in channel sales or partnerships, with a focus on government, corporate R&D, or academic sectors.
• Proven track record in acquiring partners and driving revenue in complex environments.
• Strong skills in stakeholder engagement and contract management.

Responsibilities

• Develop and execute a global channel sales strategy aligned with company goals.
• Identify and onboard new channel partners across various sectors.
• Support partners with training and sales tools to ensure effectiveness.

Skills

Channel Sales

Strategic Partnerships

Revenue Generation

Stakeholder Engagement

Contract Negotiation

Tools

CRM Platforms

PRM Tools

Job description

Director of Channel Sales & Partnerships

Department: Sales

Employment Type: Full Time

Location: USA, East Coast (Home based)

Description

About us

We are Digital Science and we are advancing the research ecosystem.

We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?

Your new role


We’re seeking a strategic and execution-focused Director of Channel Sales & Partnerships to lead and expand our global partner ecosystem. This role is responsible for developing and executing the company’s channel sales strategy, managing relationships with key partners, and driving revenue through indirect sales channels—including resellers, alliances, and other channel partners—particularly in the government, corporate R&D, and academic sectors. You’ll own both the sales performance of the channel and the relationship development that ensures long-term partner success.

You will identify, onboard, and enable strategic partners to promote and support Digital Science’s SaaS solutions and data licensing offerings. You’ll work cross-functionally with Sales, Marketing, Product, and Legal to align channel initiatives with our commercial goals, ensuring partners are fully equipped and motivated to succeed.

You will identify, onboard, and enable strategic partners to promote and support Digital Science’s SaaS solutions and data licensing offerings. You’ll work cross-functionally with Sales, Marketing, Product, and Legal to align channel initiatives with our commercial goals, ensuring partners are fully equipped and motivated to succeed.

What you’ll be doing

1. Channel Strategy & Execution

• Develop and execute a global channel sales strategy aligned with commercial objectives and growth targets.
• Analyze market trends and partner ecosystems to identify strategic opportunities.
• Define and track success metrics to continuously optimize channel performance.
  
  

2. Partner Acquisition & Development

• Identify, recruit, and onboard new channel partners across corporate, government, and academic sectors.
• Build strong relationships with key decision-makers to drive long-term engagement.
• Segment and prioritize partners to focus resources where they deliver the most impact.
  
  

3. Joint Go-to-Market Planning

• Co-develop business plans with partners, including sales goals, target markets, and resource allocation.
• Drive co-selling and co-marketing initiatives to expand pipeline and accelerate growth.
• Support partners in complex deal structuring and key account opportunities.
  
  

4. Partner Program Management

• Build and manage a scalable partner program, including enablement, incentives, and performance tracking.
• Conduct regular business reviews to evaluate progress and align on goals.
• Continuously refine program structure based on partner feedback and performance data.
  
  

5. Sales Enablement & Partner Success

• Deliver onboarding, training, and sales tools to ensure partner readiness and effectiveness.
• Support partner teams with consistent messaging, collateral, and sales playbooks.
• Serve as a point of contact for issue resolution and strategic deal support.
  
  

6. Cross-Functional Collaboration

• Work with Sales, Product, Marketing, and Legal to align channel efforts with company goals.
• Coordinate with Marketing to develop channel campaigns and partner assets.
• Share partner feedback internally to drive product and process improvements.
  
  

7. Reporting & Performance Management

• Track partner pipeline, revenue contribution, and program ROI.
• Prepare reports and insights for executive stakeholders to inform strategic decisions.
• Ensure compliance with partner agreements and regulatory requirements as needed.

What you’ll bring to the role

• 5+ years of experience in channel sales, strategic partnerships, or alliances, with demonstrated impact in at least two of our core segments: Government, Corporate R&D, or Academic research markets. Experience should include partner acquisition, enablement, and revenue generation in complex or regulated environments.

• 3+ years of experience managing and developing high-performing channel or partner management teams, with the ability to lead through influence, coach for performance, and scale partner operations as the program grows.
  
  
  
• Industry background in SaaS or data/analytics-driven platforms is strongly preferred, with a solid understanding of how to position and sell technology solutions through indirect channels in highly technical or research-intensive industries.
  
  
• Proven track record of building, scaling, and optimizing channel sales partner programs that contribute significantly to pipeline growth, customer acquisition, and revenue performance. Experience should include the design of tiered partner models, incentive structures, and joint go-to-market initiatives.
  
  
• Strong commercial acumen and contract negotiation skills, including experience structuring and managing complex, multi-party agreements. Able to balance partner value creation with sustainable margins and compliance considerations.
  
  
• Excellent interpersonal, communication, and stakeholder engagement skills, with the ability to build trusted relationships across internal teams and externally with senior executives at partner organizations.
  
  
• Operational proficiency with CRM platforms (e.g., Salesforce), PRM tools, and analytics systems used to manage and report on partner pipeline, performance, and engagement.
  
  
• Familiarity with government procurement processes and compliance frameworks such as FedRAMP, DFARS, and ITAR is a plus, particularly in the context of working with federal agencies or government-affiliated research institutions.

Living our Values

We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective.

The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:

We are brave in the pursuit of better

We are collaborative and inclusive

We are always open-minded

We are from and for the community

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status