Position Summary:

We are seeking an experienced and highly motivated Channel Sales Director for the EMEA Region to lead and grow our channel partner network. This role will focus on driving revenue through indirect sales channels— direct reseller, referral partner, and value-added distributor partnerships.

The ideal candidate has a deep understanding of the regional market, strong relationships with local partners, and a proven track record in channel development and partner-led growth.

Key Responsibilities:

Regional Strategy & Execution:

Develop and execute a channel sales strategy specific to the EMEA region to meet or exceed revenue targets.

Identify key regional partners and build a scalable ecosystem across priority states.

Partner Relationship Management:

Recruit, onboard, and manage high-performing channel partners across the region.

Foster strategic relationships and serve as the main point of contact for regional partners.

Conduct regular business reviews and establish joint go-to-market plans with key partners.

Sales & Pipeline Management:

Drive partner-generated pipeline and support partner-led sales cycles.

Collaborate with internal sales and marketing teams to support regional campaigns and events.

Accurately forecast regional channel performance and report on KPIs.

Enablement & Support:

Deliver product and sales training to partners to ensure they are fully equipped to position and sell our solutions.

Support partners with deal registration, pricing, and joint customer engagements.

Market Intelligence:

Monitor regional market trends, competitor movements, and customer needs to inform channel strategy.

Provide regional insights to marketing, sales, and product teams to enhance offerings and campaigns.

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field; MBA a plus.
• 5-7 years of experience in channel sales, partner management, or indirect sales.
• Strong familiarity with the EMEA region and existing channel relationships.
• Experience selling B2B solutions—ideally in technology.
• Proven ability to recruit, enable, and grow productive partner ecosystems.
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel within the EMEA region (up to 50%).

Preferred Skills:

• Familiarity with CRM and PRM platforms
• Ability to work cross-functionally with sales, marketing, legal, and product teams.
• Experience with MDF (Market Development Funds) programs and co-branded campaigns.

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

Please note that candidates must have the right to work now and in the future as Calero is unfortunately unable to sponsor visa applications or take over sponsorship of an employment visa at this time.