B2B Channel Director

Job Description
Job Overview:

The B2B Channel Director is accountable for generating revenue through the organization's partner and channel ecosystem. The role defines and executes the B2B channel strategy to achieve sales growth, expand market coverage, and strengthen customer success. This includes building and optimizing relationships with distributors, resellers, system integrators, and technology partners; driving joint go-to-market initiatives; and implementing partner enablement and incentive programs. The Director provides leadership, ensures delivery of channel KPIs, and fosters strong cross-functional collaboration to maximize channel revenue performance.

Job Description:

Revenue Growth & Channel Sales

• Deliver sales and revenue targets through B2B channel partners.

• Develop joint sales strategies and go-to-market plans with distributors, resellers, and partners.

• Monitor and manage channel sales pipelines, conversion rates, and revenue performance.

• Ensure effective execution of partner incentive programs and rebates to drive sales.

Channel Strategy & Ecosystem Development

• Define and implement a comprehensive channel strategy aligned with growth and profitability goals.

• Recruit, onboard, and manage high-performing channel partners.

• Segment partners and establish tailored programs to maximize sales impact.

Partner Relationship Management

• Build executive-level relationships with key partner organizations.

• Conduct quarterly business reviews to assess revenue delivery and joint performance.

• Act as the senior escalation point for partner conflicts or commercial negotiations.

Cross-Functional Collaboration

• Align with Sales, Marketing, and Product teams to support channel-driven revenue.

• Incorporate partner insights into pricing, product roadmaps, and marketing strategies.

• Work with Finance and Legal to manage partner contracts, rebates, and compliance.

Leadership & Team Development

• Lead, mentor, and develop a team of channel and partner managers.

• Establish clear revenue KPIs and performance scorecards.

• Promote a culture of accountability, innovation, and revenue focus within the channel team.

Requirements

• Education - Bachelor's Degree in Business Administration, Marketing, Management, or a related field. MBA or equivalent advanced degree is preferred.

• Certification (Preferred) - Professional certifications in Sales Leadership, Channel Management, or Strategic Partnerships (e.g., Certified Strategic Channel Professional, Miller Heiman, Pragmatic Institute) are advantageous

• Related Work Experience - Minimum of 10-12 years of progressive experience in B2B sales and channel management, with at least 5 years in a senior leadership role.

• Proven track record of delivering revenue growth through distributors, resellers, system integrators, or technology partners.

• Demonstrated success in building and scaling multi-country or regional channel ecosystems.

• Experience in managing partner incentive models, rebates, and joint go-to-market programs.

• Background in leading channel organizations in [ technology/telecom/enterprise solutions/other relevant industry].

• Skills -

• Strong leadership and stakeholder engagement skills, with the ability to influence at the executive level.

• Excellent communication, negotiation, and presentation abilities.

• Analytical and data-driven decision-making capability, with a focus on revenue outcomes.

• Entrepreneurial mindset with strategic planning and execution discipline.

• Ability to thrive in a fast-paced, competitive environment with accountability for results.

Benefits

Work Set-Up: Hybrid in BGC, Taguig (3x a week)

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