Global Channels Sales Leader, Agility/Devops

Digital.ai is an AI-powered software delivery platform that enables large organizations to build and deliver high-quality software. They are seeking a Global Channels Sales Leader to own and grow their channel sales strategy for Agility and DevOps product lines, focusing on partner recruitment, revenue execution, and enablement.

Responsibilities:

• Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps
• Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach
• Build a targeted recruitment plan to address those gaps with high-fit partners
• Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories
• Prioritize partners with active customer relationships in target verticals and geographies
• Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews
• Work side-by-side with partners to identify, qualify, and progress opportunities
• Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals
• Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business
• Maintain clean pipeline hygiene in Salesforce
• Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure
• Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment
• Define and maintain clear rules of engagement between direct and indirect teams
• Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities
• Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment
• Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility
• Ensure it is current, intuitive, and actively used
• Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets
• Translate marketing programs into partner-level action plans with measurable pipeline outcomes
• Represent partner needs and feedback across sales, product, customer success, and executive leadership
• Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us
• Build trusted relationships with product-line Account Executives and Enterprise Account Managers
• Participate in joint account plans for partner-overlay opportunities and ensure strong day-to-day collaboration
• Identify and orchestrate executive-level touchpoints between Digital.ai leadership and strategic partner executives to reinforce commitment and accelerate key deals
• Ensure partners have access to the technical and delivery resources needed to successfully implement and support Digital.ai products
• Align PS capacity with partner-driven deal flow

Requirements:

• 7+ years of channel sales experience in enterprise software, with a clear track record of building and scaling indirect revenue programs
• Demonstrated expertise in DevOps, Agility, or related enterprise software categories — such as CI/CD, workflow automation, release orchestration, or agile planning
• Proven record of recruiting, onboarding, and activating net-new channel partners who become consistent revenue contributors within 6–12 months
• History of meeting or exceeding partner-sourced revenue targets, with a disciplined approach to pipeline management, forecasting, and deal execution
• Experience navigating cloud marketplace co-sell motions with AWS, Google Cloud, and/or Azure, including private offer structuring and marketplace-originated pipeline
• Strong track record working with both public sector and commercial channel partners across the Globe
• Ability to influence and build credibility with C-level partner executives, technical leads, and field-level sellers simultaneously
• Structured thinker who can translate market analysis into a prioritized partner plan — and then execute independently
• Strong written and verbal communicator, able to craft partner-facing materials, internal business reviews, and executive briefings with equal effectiveness
• Salesforce proficiency with a disciplined approach to data hygiene, deal registration, and partner activity tracking
• Comfortable in high-growth, fast-changing environments where process is still evolving and ambiguity is the norm
• S.-based with preference for the East Coast, given the concentration of key partners