Global Channels Sales Leader

About the role

We are hiring a Channel Sales Specialist to own and grow Digital.ai's global channel sales motion for our Testing product line. This is a high-impact individual contributor role that blends strategic partner development with hands-on execution. You will be the engine behind our testing partner ecosystem - activating and deepening relationships with global and regional Systems Integrators (SIs) who have established testing practices, recruiting new SI and reseller partners, and co-selling to accelerate revenue at scale. Testing is one of the fastest-growing segments in enterprise software delivery, and SIs sit at the center of that growth. This role is specifically designed to unlock SI-led demand: you will embed Digital.ai Testing into SI delivery methodologies, center-of-excellence programs, and client engagement models so that partner-sourced pipeline becomes a consistent, compounding revenue driver globally.

Responsibilities

• SI Activation & Testing Practice Development
• Map the SI Testing Landscape: Map the global SI landscape for testing: identify partners with dedicated QA/testing practices, automation competencies, or active software quality initiatives - and build a tiered engagement plan by partner size, geography, and technical alignment.
• Build Joint Testing Solutions: Develop joint solution offerings with key SIs - co-creating testing service packages, reference architectures, and implementation playbooks that enable SI consultants to position and deliver Digital.ai Testing with confidence.
• Own Testing Enablement: Own SI enablement for testing: design and deliver structured onboarding programs covering platform capabilities, competitive positioning, test automation best practices, and implementation methodology. Certify SI delivery teams end-to-end.
• Drive Executive Alignment: Establish and grow Executive Sponsorship with SI testing practice leaders, QA heads, and delivery directors to ensure Digital.ai is embedded in strategic planning cycles, client proposals, and partner growth roadmaps.
• Channel Strategy & Partner Recruitment
• Analyze Coverage Gaps: Identify whitespace across global territories where the direct sales team lacks coverage or where SI-led motions can access new enterprise accounts. Build a targeted recruitment plan to fill those gaps with high-fit testing-focused partners.
• Recruit Strategic Partners: Recruit, onboard, and activate net-new SIs, regional resellers, and global delivery partners with proven testing expertise or adjacent competencies in DevOps, QA, and application lifecycle management.
• Own Partner Business Plans: Lead structured joint business planning with each strategic partner - establishing revenue targets, testing practice development milestones, enablement commitments, and co-sell activity goals with quarterly business reviews.
• Channel Revenue Execution
• Drive Partner-Sourced Pipeline: Work side-by-side with SI partners to identify, qualify, and progress testing-related opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals where needed.
• Achieve Revenue Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the global testing partner book of business. Maintain clean pipeline hygiene in Salesforce.
• Expand Cloud Marketplace Revenue: Develop and execute marketplace go-to-market strategies with AWS, Google Cloud, and Azure where SI partners are transacting testing solutions. Build alignment with marketplace sales teams for co-sell referrals and committed spend programs.
• Manage Channel Conflict: Define and maintain clear rules of engagement between direct and indirect teams. Resolve channel conflict quickly and fairly to protect partner trust.
• Partner Enablement & Ecosystem Success
• End-to-End Enablement: Deliver a structured enablement program for each partner: sales training, technical certification, competitive positioning for testing, and services alignment. Ensure every active SI partner can sell a

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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