Director, Americas Channel Sales

Job Description

SmartBear is seeking a Director of Americas Channel Sales to lead indirect and partner sales across North America and LATAM. This role is based in the Somerville office and focuses on building and managing a network of channel partners to drive software sales growth.SmartBear helps customers improve software quality through its solution hubs, which bring visibility and automation to software development. Trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations, including Adobe, JetBlue, FedEx, and Microsoft, SmartBear is committed to ethical corporate practices and social responsibility.Responsibilities:

• Refine and execute a channel strategy for North America and LATAM.
• Manage existing partner agreements and onboard new partners.
• Drive partner sales performance through joint business planning and lead generation.
• Develop relationships with key sales leaders within partner organizations.
• Monitor partner performance and implement strategies for improvement.
• Collaborate with internal teams to ensure seamless partner engagement.
• Provide best practices guidance and channel/partner subject matter expertise.
• Travel to build relationships and support partners.

Requirements:

• Experience in channel sales management, ideally in the software industry.
• Proven track record of exceeding sales targets through partner channels.
• Strong understanding of the Americas IT landscape and channel ecosystem.
• Excellent relationship-building and communication skills.
• Strategic thinking and analytical abilities.
• Proficiency in CRM software and marketing automation tools.

The role offers:

• Career growth opportunities at every level.
• Investment in employee success and collaborative workspaces.
• Celebration of employee birthdays with time off.
• A People and Culture organization focused on holistic employee well-being.
• An inclusive workplace that values diversity and different perspectives.