Your mission
As Heaad of Channel Sales (m/f/d) , you will take ownership of building and scaling our partner business across the DACH region, Europe, and selected international markets. You will develop a high-performing partner ecosystem that becomes an integral part of our international go-to-market strategy. This is not a role focused on managing an established channel organization. You will design the partner strategy, establish the required programs and infrastructure, recruit strategic partners, and create repeatable joint go-to-market models. Working closely with Sales, Marketing, Product, Professional Services, and Customer Success, you will turn our partner business into a scalable growth engine. Join the GBTEC team and play a key role in expanding our international presence in the exciting world of Business Process Management, Process Intelligence, and Process Automation.
Your Tasks:
Develop and implement our international channel and partner strategy, initially focusing on the DACH region and Europe
Define relevant markets, industries, partner segments, and routes to market with the highest commercial potential
Design, launch, and continuously develop a scalable Partner Program, including partner segmentation, commercial models, incentives, qualification criteria, certification, and governance
Define the requirements for our Partner Portal and lead its implementation as the central platform for partner information, enablement, deal registration, and collaboration
Identify, recruit, and onboard strategic partners, including consulting firms, system integrators, technology partners, resellers, and specialist BPM and Process Intelligence organizations
Build strong relationships with senior stakeholders and develop joint business plans with strategically relevant partners
Establish a structured partner enablement and certification framework for sales, pre-sales, consulting, and delivery teams
Develop repeatable joint go-to-market models, campaigns, events, webinars, workshops, and partner-specific solution plays
Work closely with Sales and Marketing to generate partner-sourced and partner-influenced opportunities
Establish clear rules of engagement between our direct sales organization and partners, including account mapping, lead sharing, deal registration, and joint pipeline management
Define and monitor relevant KPIs, such as partner activation, certified partner resources, partner-generated pipeline, partner-sourced revenue, and time to first opportunity
Turn successful partner initiatives into scalable go-to-market playbooks for additional European and international markets
Build the team, processes, tools, and infrastructure required to scale the partner business internationally
Collaborate closely with the Chief Revenue Officer and relevant stakeholders across the organization
You will join an international channel team currently consisting of two colleagues in the DACH region, one colleague in Spain, and one colleague in the UK.
Your profile
Several years of relevant leadership experience in Channel Management, Alliances, Partner Sales, or Ecosystem Development within B2B software, SaaS, or enterprise technology
Proven experience in building, transforming, or significantly scaling an international partner ecosystem
Strong track record in identifying and recruiting new strategic partners
Experience in developing partner programs, partner portals, enablement frameworks, certification models, or similar channel infrastructure
Strong understanding of indirect, partner-led, and hybrid go-to-market models
Experience working across multiple European markets and ideally an established network within consulting, system integration, technology, and software partner ecosystems
Strong commercial skills and experience in developing joint value propositions, business plans, and go-to-market initiatives
Excellent stakeholder-management, communication, influencing, and negotiation skills
Confidence in engaging with senior…