Job Description

We are seeking an experienced and dynamic Alliances & Channel Sales Director to lead our global partner ecosystem, with a primary focus on sourcing, onboarding, and managing strategic channel partners across EMEA, APAC and the US. This role will be instrumental in scaling our indirect sales motion and accelerating revenue growth through value-added resellers (VARs), system integrators (SIs), managed service providers (MSPs), and other strategic partnerships.

As Channel Manager, you will directly manage a distributed team of channel professionals, define and implement scalable partner programs, and collaborate cross-functionally to ensure partner success and alignment with our go-to-market strategy.

Key Responsibilities

Channel Strategy & Execution

• Develop and execute the global channel strategy aligned with overall company goals.

• Identify, evaluate, and recruit high-potential channel partners in target markets.

• Build scalable onboarding and enablement processes for new partners.

Partner Relationship Management

• Establish and maintain strong, long-term relationships with key partners.

• Collaborate with partners to build joint business plans, co-selling strategies, and pipeline development initiatives.

• Drive partner engagement through regular QBRs, training, marketing support, and performance tracking.

Team Leadership

• Manage and coach a team of Channel Managers/Partner Account Managers in EMEA, APAC and the US.

• Set team goals, monitor KPIs, and support professional development.

Revenue Growth

• Own channel-sourced and channel-influenced revenue targets.

• Collaborate with internal sales, marketing, product, and customer success teams to support partner-led deals.

• Monitor and optimise partner performance using data and insights.

Program Development

• Continuously refine partner programs, incentive structures, certifications, and partner tiers.

• Ensure partners are equipped with the tools, training, and resources needed to succeed.

What We Offer

• Competitive compensation package with performance incentives

• Flexible remote working options

• A collaborative, innovative, and inclusive work environment

• Opportunities for global career growth and development

Qualifications

• 10+ years of experience in channel or partner management, preferably within a B2B SaaS environment.

• Proven success building and scaling channel ecosystems in multiple regions, ideally including both EMEA and the US.

• Experience leading distributed teams across time zones and cultures.

• Strong understanding of indirect sales models, partner go-to-market motions, and partner economics.

• Excellent relationship-building, negotiation, and communication skills.

• Strategic thinker with hands-on execution capabilities.

• Familiarity with CRM and partner management tools

• Willingness to travel occasionally for partner meetings, team offsites, and events.

Preferred Qualifications

• Experience working in high-growth SaaS or cloud-based technology companies.

• Background in building partner programs from the ground up.

• Knowledge of co-marketing and MDF (market development funds) programs.

Additional Information

At Ultimo, you’ll join more than just a workplace, you’ll become part of a vibrant community of over 300 colleagues united by a shared mission: empowering asset owners and technicians around the world. We’re passionate about making a difference every day, working together across disciplines to deliver real impact.

As part of Ultimo, you’ll help shape the future of AI-augmented Enterprise Asset Management (EAM). Whether you’re supporting customers or developing innovative solutions, your contribution plays a vital role in our vision to lead the global EAM industry, where human expertise and intelligent agents collaborate to drive reliability, safety, efficiency, and innovation.

Our culture is built on trust, determination, and customer success. We value transparency, accountability, and continuous learning. Through tailored growth opportunities and an environment that fosters creativity, flexibility, and problem-solving, we enable every Ultimo employee to thrive.

Together, we’re building a world where humans and AI work side-by-side empowering a global community of Asset Heroes who are redefining the future of maintenance and asset management.