Global Channels Sales Leader

About the role

We're hiring a Channel Sales Leader to own and grow Digital.ai's channel sales motion Globally for our Agility and DevOps product lines. This is a high-impact individual contributor role that blends strategic partner development with hands-on execution. You'll be the engine behind our partner ecosystem - recruiting, enabling, and co-selling with VARs, regional SIs, and cloud marketplace partners to accelerate revenue in both direct-overlay and channel-exclusive markets. This is a builder-and-operator role specific to Agility and DevOps: you'll evaluate current partner coverage, identify gaps where the channel can unlock new revenue or where increased bandwidth is needed, and recruit high-value partners capable of filling those gaps. You'll also serve as the internal champion for the partner ecosystem, aligning marketing, sales, and product teams around channel success.

Responsibilities

• Channel Strategy & Partner Recruitment
• Recruit Strategic Partners: Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories. Prioritize partners with active customer relationships in target verticals and geographies.
• Own the Partner Business Plan: Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews.
• Channel Revenue Execution
• Drive Partner-Sourced and Partner-Influenced Pipeline: Work side-by-side with partners to identify, qualify, and progress opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals.
• Achieve Sales Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business. Maintain clean pipeline hygiene in Salesforce.
• Expand Cloud Marketplace Revenue: Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure. Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment.
• Manage Channel Conflict Proactively: Define and maintain clear rules of engagement between direct and indirect teams. Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities.
• Partner Enablement & Success
• Own End-to-End Enablement: Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment, so every partner can sell and deliver Digital.ai solutions independently.
• Maintain the Partner Portal: Oversee the partner portal as the operational hub of the ecosystem - deal registration, content library, certification tracking, and pipeline visibility. Ensure it is current, intuitive, and actively used.
• Drive Partner Marketing Execution: Partner with Digital.ai's marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets. Translate marketing programs into partner-level action plans with measurable pipeline outcomes.
• Serve as the Internal Advocate for Partners: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Ensure Digital.ai's programs, pricing, and processes make it easy for partners to do business with us.
• Cross-Functional Collaboration
• Align with Direct Sales Teams: Build trusted relationships with product-line Account Executives and Enterprise Account Managers. Participate in joint account plans for partner-overlay opportunities and ensure strong day-to-day collaboration.
• Coordinate Executive Engagement: Identify and orchestrate executive-level touchpoints between Digital.ai leadership and strategic partner executives to reinforce commitment and accelerate key deals.
• Collaborate with Professional Services & Su

Additional Information

About Digital.ai Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world's largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter , LinkedIn , and YouTube.

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