[Hiring] Director, Global Channel Sales @Kion

Role Description

Kion has built a strong partner motion with US Federal agencies. Now, we want to bring that success to Commercial and public sector markets outside US Federal, across North America and EMEA. As Director, Global Channel Sales, you'll build that motion. You'll design the program, recruit the partners and turn them into a reliable source of pipeline and revenue.

This is a build role. You'll own Kion's channel strategy everywhere outside US Federal. Your first priority is to make Kion successful in EMEA, while growing the partner business in North America Commercial. You'll build Kion's relationships with systems integrators, managed service providers, and sign up and activate the cloud providers, distributors, resellers, service providers and consulting partners who can take Kion into new markets.

Your job is to make it easy for partners to sell, deliver and co-market Kion to their customers.

Day-to-Day Responsibilities

• Set the strategy, structure and goals for Kion’s channel across North America and EMEA, and own the results.
• Build and run the EMEA channel first plan, starting with the UK and Germany and expanding into Benelux, the Nordics and France.
• Grow Kion’s partner business in North America Commercial.
• Recruit and build relationships with system integrators, from global firms to regional specialists.
• Recruit, onboard and activate integrators, VARs, distributors, and service provider partners.
• Develop and recruit an MSP/MSSP deployment and services model.
• Co-sell with partners on early deals and support them through their first wins.
• Build partner routes into international public sector buyers.
• Own and grow Kion's most strategic partner relationships.
• Build Kion's hyperscaler co-sell and marketplace motion outside US Federal.
• Build the program's foundations: partner tiers and criteria, partner portal/resource hub, incentives and margin structures.
• Run the program's operating rhythm, including partner QBRs, joint account planning, and pipeline reviews.
• Work with Marketing on joint campaigns, webinars, and content with partner marketing teams.
• Work with Kion's Federal partner team to share what works and avoid partner conflict.
• Work closely with Sales, Solutions Engineering, Marketing, Product, Finance and Legal.
• Report on partner-sourced and partner-influenced pipeline to the SVP of Sales.
• Report market feedback from partners into Kion’s Product Roadmap and pricing.
• Hire and develop the channel team as the program grows.

Qualifications

• A track record of building or scaling a multi-tier partner program at a high-growth SaaS, cloud infrastructure or ISV company.
• Proven success building a partner channel in EMEA.
• Experience working with systems integrators and MSPs.
• Experience building a channel function and growing it.
• Experience working as a channel overlay to an inside sales team.
• Hands-on knowledge of how channel programs run.
• Working knowledge of AWS, Azure and GCP.
• Experience selling to and through partners who serve CloudOps, platform engineering and FinOps buyers.
• Strong executive presence.
• Based in the United States, with the ability to travel internationally.

Nice to Have

• A background at a digital-native company or startup where you built the channel function from scratch.
• Experience in FinOps, AI tokenomics, cloud governance or cloud cost management.
• Experience with cloud hyperscaler co-sell programs and marketplace private offers.
• An existing network of systems integrators, cloud consultancies, distributors or MSPs active in the FinOps and CloudOps space, particularly in EMEA.
• Experience selling to international government buyers through partners.
• Experience with data sovereignty and regulatory requirements such as GDPR.
• Familiarity with partner relationship management (PRM) tools and channel reporting in Salesforce.
• Experience selling into regulated industries such as financial services, healthcare or the public sector.
• Fluency in a major European language.

Benefits

• Kion is a remote-first company. We offer a 100% remote work schedule (US only)!
• Excellent compensation and outstanding benefits, including medical, dental and vision!
• 3% of direct compensation contribution to your 401(k) (no match required).
• Unlimited PTO to allow staff to spend time with friends and family.
• Regular virtual engagements to better connect with co-workers.
• A small-team collaborative environment that fosters communication and innovation.

Compensation

$225,000 - $250,000 Total OTE