Director, Americas Channel Sales

At SmartBear, we believe building great software starts with quality—and we’re helping our customers make that happen every day. Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Director, Americas Channel Sales

We're seeking a dynamic and results-oriented Director, Americas Channel Sales to spearhead our indirect and partner sales efforts across North America and LATAM. Based in our Somerville office, you will be responsible for building, managing, and growing a network of channel partners to drive significant software sales growth.  

About the role 

As a Director, Americas Channel Sales you will:  

• Build upon, refine, and execute a comprehensive channel strategy for the North America, Latin/South America (LATAM) regions, managing, identifying and recruiting high-growth partners with strong industry relationships.  In addition, you will be the LATAM lead for our growing and strategic go-to-market partnership with AWS.  
• Manage existing partner agreements, ensuring alignment with company goals and objectives.  
• Build out the business with the existing partner network. 
• Onboard and enable new partners as driven by the strategy, ensuring training, marketing materials, and ongoing support to equip them for success.  
• Build out the business by adding partner capacity as dictated by the GTM strategy.) 
• Drive partner sales performance through joint business planning, lead generation initiatives, and deal support.  
• Develop strong relationships with key sales leaders and executives within partner organizations.  
• Monitor and analyze partner performance, identifying areas for improvement and implementing strategies to optimize channel effectiveness.  
• Develop and maintain close working relationships with internal teams (marketing, sales, product, finance, sales operations) to ensure seamless partner engagement.  Provide best practices guidance, training, and channel/partner subject matter expertise.  
• Travel (when possible/as needed) to build relationships and support partners.  

We are looking for you if you have: 

• Experience in channel sales management, ideally within the software industry.  
• Proven track record of exceeding sales targets through partner channels.  
• Strong understanding of the Americas IT landscape and channel ecosystem.  
• Excellent relationship-building and communication skills.  
• Ability to build trust and influence stakeholders at all levels.  
• Strategic thinking and analytical abilities.  
• Excellent negotiation and contract management skills.  
• Proficiency in CRM software and marketing automation tools.  

Bonus points for:  

• Experience selling in the DevOps software management, development, and testing market.  
• Existing network of contacts within North America and LATAM IT channel ecosystem.
• Fluency in Spanish and/or Portuguese.

Why you should join the SmartBear crew: 

• You can grow your career at every level.  
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. 
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. 
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.  
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

Did you know? 

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.