Sales Leader - Channels

About the Role

The Sales Leader - Channels is responsible for building, maintaining and scaling VTEX's strategic Channel ecosystem across the United States. This role will develop relationships with Global and Regional System Integrators, Digital Agencies, Technology Partners, Selected ISVs and Consulting Firms to create sustainable revenue growth through joint go-to-market initiatives.

As a strategic Individual Contributor, you'll identify new partnership opportunities, enable partners to successfully position VTEX, and drive channel-sourced and channel-influenced pipeline in close collaboration with Sales, Marketing, Solution Engineering, Product, and Commerce Engineering teams.

This is a highly cross-functional role requiring strong commercial acumen, executive relationship management, and experience building successful enterprise partnerships within the SaaS ecosystem.

What you will do

• Develop and execute the US channel strategy aligned with VTEX's commercial objectives.
• Recruit, onboard, and grow strategic System Integrators, Agencies, and Technology Partners.
• Build executive relationships with partner leadership teams.
• Drive channel-sourced and channel-influenced revenue across the US region.
• Create and execute joint business plans, GTM initiatives, co-selling motions, and marketing activities.
• Enable partners through training, certifications, business planning, and sales engagement.
• Collaborate closely with Sales leadership to identify opportunities where partners can accelerate enterprise deals.
• Work alongside Marketing to execute joint events, webinars, campaigns, and field initiatives.
• Monitor channel performance through pipeline, bookings, certifications, and engagement metrics.
• Maintain accurate forecasting and reporting.
• Represent VTEX at partner events, conferences, executive briefings, and customer meetings.
• Act as the voice of partners internally, providing feedback to Product, Commerce Engineers, and Leadership teams.

Who you are

• You are based in the NYC or Miami area, and willing to attend the office 4 days per week.
• You have 6+ years of experience in Channel Management, Channel Sales, Alliances, or Business Development within Enterprise SaaS, preferable Commerce.
• You have a Sales Mindsight and understand the impact of Channels, mainly SIs in the pipeline strategy.
• You have successfully managed relationships with Global System Integrators, Digital Agencies, or Technology Partners.
• You understand enterprise software buying cycles and channel-led sales motions.
• You have a strong track record of driving measurable channel-sourced revenue.
• You excel at influencing without authority across multiple internal and external stakeholders.
• You are strategic but equally comfortable executing tactical initiatives.
• You possess excellent executive communication and presentation skills.
• You are highly analytical and experienced managing forecasts, KPIs, and channel business plans.
• Experience in Digital Commerce or Retail Technology  is highly preferred.
• Hubspot experience is a plus.
• Willingness to travel for partner meetings, customer engagements, and industry events.
  
  

About VTEX