Head of Channel Sales
RemoteArizona, United States or Texas, United States
Job Summary
Lead and develop a team of 3–5 Partner Managers by setting clear expectations, running regular pipeline reviews, and fostering a culture of accountability. Own and expand the reseller network through personal recruitment and onboarding while driving pipeline in high-priority accounts. Architect the channel program by designing partner tiers, incentive structures, and enablement frameworks that align with broader go-to-market motions. Drive partner enablement at scale to equip sales and marketing teams with the tools to position PDQ solutions. Analyze channel performance data to refine strategy and report on pipeline, ARR contribution, and partner health to senior leadership. Report directly to senior Sales leadership with significant autonomy to build a scalable revenue channel from the ground up.
Required Qualifications
- 5+ years of B2B SaaS channel sales or partner management experience
- at least 2 years in a leadership or player-coach role managing a team of partner/channel sellers
- An established network of reseller and channel partner relationships in the IT software space that you can activate to expand PDQ's reach from day one
- Proven track record of hitting and growing partner-sourced ARR targets
- strong CRM hygiene and pipeline forecasting skills
- Comfortable being player-coach
- Undergraduate or graduate degree
- equivalent experience with a demonstrated track record of results in channel sales leadership
Desired Qualifications
- Experience selling or leading channel sales of IT management, endpoint security, or device management software
- Existing relationships with MSPs, VARs, or distributors in the SMB or mid-market IT space
- Experience building a channel program from an early stage: creating partner tiers, incentive structures, or enablement frameworks
- Familiarity with IT management tooling categories: endpoint management, patching, software deployment, MDM
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