Director, North America Partner Sales

DescriptionBuild the team. Own the number. Set the standard.SysAid's North American partner channel is being built from the ground up, and this role is the keystone hire. As Director, NA Partner Sales, you won't be inheriting a team or a playbook. You'll be hiring the CAMs, helping build the operating model, and personally closing the partnerships that anchor the program's first year.You'll report directly to the SVP of Sales and work in close coordination with Sales Leadership, RevOps, Marketing, and Customer Success. The foundation is in place with signed agreements across a first wave of partners; a partner portal and co-brand toolkit; and an 8-pillar channel maturity framework guiding the build. What's missing is the leader who can execute against it and build a team that scales.Core ResponsibilitiesBuild & lead the NA CAM teamHire, onboard, and develop 2-3 Channel Account Managers in Q2/Q3: you're accountable for their rampSet territory design and partner portfolio allocation across the CAM teamCoach CAMs through deal reg, co-sell mechanics, and partner QBR executionOwn the 30/60/90 ramp model for each CAM and hold itDefine and maintain the operating rhythm: weekly pipeline reviews, partner health reporting, escalation pathsOwn the NA partner revenue numberCarry and hit the partner-sourced pipeline and revenue target for North AmericaPersonally lead co-sell motions on strategic accounts and anchor partnershipsDrive deal registration discipline across the team: pipeline health is a team accountability, starting with youIdentify and close 3-5 net-new partners in H1 to expand geo and vertical coverageOperationalize the channel programOwn the NA channel playbook: co-write it, pressure-test it with your CAMs, update it when reality divergesDrive deal registration automation adoption across SFDC, the partner portal, and Slack-based workflowsEstablish and run partner QBR cadence for Top PartnersRepresent NA channel performance at ELT reviews: bring clean data, clear narrative, honest forecastIdentify the critical unblocking decisions each quarter (resourcing, tooling, incentives, RoE) and drive them to resolution with the SVP of SalesEnable partners & internal teamsEnsure all active partners can demo Agentic AI and Copilot capabilities independently within 60 days of activationEnable SysAid AEs on channel co-sell mechanics: partners aren't a distraction; they're pipeline multipliersFeed partner and competitive intelligence back into product, marketing, and the GTM framework: ServiceNow displacement, Freshservice, HaloCollaborate with RevOps on SFDC sprint priorities that unblock the channel workflowRequirementsYou've led channel programs before and carried the number6-10+ years in channel sales, partner management, or B2B SaaS GTM, with at least 3 years in a people-leadership roleBuilt or rebuilt a partner program in a growth-stage SaaS company, not just maintained oneCarried a partner-sourced revenue target and hit it, including the quarters where the pipeline wasn't there yetDeep familiarity with VAR/reseller economics, deal registration mechanics, and partner incentive designITSM, ITOM, or IT management industry background is a strong advantageSalesforce as a system of record: you know what a clean channel pipeline looks like and you enforce itYou lead this wayYou hire people who excel at execution, and you empower them to do their best work.You're in deals alongside your CAMs: you don't manage from the dashboard.You give the ELT an honest read on the business, even when the news isn't good.You treat the playbook as a living document: you write it, test it, and revise it based on what the field tells you.You thrive in the ambiguity of a build-mode program and create clarity for your team even when you don't have all the answers.THIS IS PROBABLY NOT THE RIGHT FIT IF...You need a fully built program, established partner base, and mature playbooks before you can lead effectivelyYou manage through reporting rather than being in deals alongside your teamYou've never hired and ramped channel sellers from scratchYou treat CRM hygiene as an admin function rather than the operating system of the businessOriginally posted on Himalayas