Head of Channel Strategy
My client is currently looking for a Head of Channel Strategy to join the ever-growing team. The role is to own the global channel portfolio strategy, including tiering, governance, partner segmentation and value creation tracking, ensuring that partner investments deliver measurable financial and strategic returns.
What success looks like
- Partner segmentation and tiering are globally adopted and enforced
- Channel governance is predictable, transparent, and data-driven
- Value creation is explicit, tracked, and realised
- Investment and exit decisions are economically rational
- The channel scales profitably without increasing complexity
Qualifications & experience
- 15+ years in B2B technology, IT distribution, SaaS, or adjacent ecosystems (cloud, cybersecurity, infra, services)
- Demonstrated experience designing and running partner programs at global or multi-regional scale
- Strong exposure to two-tier channel models (vendor → distributor → partner)
- Proven ownership of partner segmentation / tiering frameworks
- Experience shaping channel models in cybersecurity, cloud, or SaaS
- Background in strategy, PMO, or value creation offices, and sales
- Experience in programmatic value tracking (OKRs, value bridges, KPI trees)
- Experience working in PE-backed or highly performance-driven environments
If this role looks of interest and you’re currently looking for your next position or interested in hearing more then please send your CV and call for more information.