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 executives internally and within partner organizations
- Strong analytical skills and a data-driven approach to measuring partner performance
- Strategic thinking combined with a highly hands-on and execution-oriented working style
- Entrepreneurial mindset and the motivation to build a new business area from the ground up
- Willingness to travel internationally
- Fluent English skills; very good German skills are strongly preferred
- Preferably based in Germany
Why us?
- A key leadership role with the opportunity to build and shape our international partner business from the ground up
- Challenging and varied responsibilities within a highly motivated and international team
- Direct collaboration with our Chief Revenue Officer and other senior leaders
- A high level of ownership and the freedom to turn your ideas into scalable business models
- Support for your personal and professional development through training, mentoring, and individual development opportunities
- Excellent career prospects in a fast-growing international software company
- A secure position in a future-oriented industry
- An attractive compensation package including performance-related components and additional benefits
- Flexible working hours, flat hierarchies, and an open and collaborative company culture
- Modern and attractive office facilities, including free drinks, coffee, a gym, personal training opportunities, and a football pitch
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