Head Of Software Channel
Job Description
We are seeking an entrepreneurial, revenue-driven leader to build and scale our software channel business for Clean Core AI.
This is not a traditional channel operations role.
We do not have a fully built channel program today. This leader will:
- Architect the channel strategy
- Build the partner program alongside Product leadership
- Personally develop pipeline and close deals
- Establish partner enablement and performance standards
- Scale revenue through GSIs, SAP-focused ISVs, and strategic ecosystem partners
- 7–12+ years in software channel sales, strategic partnerships, or enterprise software sales
- Proven experience building or scaling a partner ecosystem from early stage to revenue impact
- Demonstrated ability to personally close software deals through partners
- Strong network across SAP ecosystem, GSIs, ISVs, or enterprise technology partners
- Experience working with SAP, hyperscalers (AWS, Azure, GCP), or enterprise software vendors preferred
- Strong commercial acumen and comfort negotiating complex agreements
- Entrepreneurial mindset — comfortable operating without a fully built program
- Strategic thinker who can design structure while driving immediate results
- Executive presence and ability to influence senior stakeholders internally and externally
What Success Looks Like
Within 12 months, you will:
- Establish a defined Clean Core AI channel model
- Sign and activate high-impact strategic partners
- Generate measurable channel-driven pipeline
- Close meaningful software revenue through partner motions
- Build a repeatable framework for scaling the ecosystem
Responsibilities Duties:
You will report directly to the Chief Sales Officer and own both strategy and execution.
What You Will Do
1. Build the Channel Strategy
- Define the Clean Core AI partner model (referral, resale, embedded, OEM, etc.)
- Identify target partner segments (GSIs, SAP ISVs, regional consultancies, hyperscaler-aligned firms)
- Develop commercial models, incentives, and engagement frameworks
- Partner with Product to define enablement and certification pathways
- Establish performance expectations and governance
2. Generate Revenue Immediately
- Personally develop and close channel-sourced software revenue
- Create and advance pipeline with priority partners
- Negotiate commercial agreements
- Drive joint go-to-market motions with early lighthouse partners
- Convert partner interest into signed revenue
This is a selling leadership role - not a pure program management role.
3. Enable and Scale
- Develop sales playbooks and partner messaging
- Equip partners to position and sell Clean Core AI effectively
- Monitor partner pipeline and conversion performance
- Identify underperforming relationships and course-correct
- Create visibility and reporting for executive leadership
4. Influence Internally
- Work closely with Product Ownership to shape roadmap priorities based on partner and market feedback
- Align with Marketing on partner-driven campaigns and messaging
- Coordinate with direct sales leadership to ensure channel and direct motions are complementary