Head of Channel Sales, Americas

Job Function: Sales The role: Job Summary ===============

The Head of Channel Sales, Americas owns the revenue, partner growth, strategy, and P&L for SoftwareOne’s channel business across the United States, Canada, and Brazil. This leader will grow Microsoft and Google Tier 2 distribution, build a services co-sell engine with MSPs and solutions integrators, and bring AI model vendors to the channel. The role reports to the President, Americas, serves as a member of the Regional Leadership Team, and leads the combined SoftwareOne and Crayon channel organization. The successful leader will unify teams, partner programs, platforms, and pricing into one partner experience while accelerating profitable growth. SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.Role & Responsibilities ============================

• Own the Americas channel P&L for Microsoft CSP and Google Cloud and Workspace indirect resale, including revenue, gross margin, and incentive realization.
• Recruit, activate, and expand MSPs, VARs, and SIs through distinct motions for emerging, scaling, and strategic partners.
• Grow share of wallet through renewals, NCE term mix, Azure consumption, security, and Copilot and Gemini attach.
• Turn Microsoft Marketplace, Google Cloud Marketplace, and SoftwareOne’s platform into growth levers.
• Keep SoftwareOne ahead of hyperscaler program requirements, including Microsoft’s Frontier Distributor standards and Google Cloud Partner Network tiers.
• Design and scale a services co-sell model spanning licensing optimization, FinOps, cloud migration, security, data, and AI.
• Create clear rules of engagement across channel, direct sales, services, and hyperscaler field teams so partners trust SoftwareOne not to compete with them.
• Build joint pipeline with Microsoft and Google partner development leaders and use co-sell and incentive programs to fund partner opportunities.
• Help partners move from reselling AI licenses to delivering recurring-revenue managed AI services.
• Build practical partner enablement, including AI readiness offers, data and security foundations, agent deployment playbooks, and pricing guidance.
• Bring AI model vendors into the portfolio and help partners position a multi-model strategy across Microsoft, Google, and leading model providers.
• Use AI within channel operations for partner segmentation, propensity scoring, renewal risk, and partner self-service.
• Integrate the legacy SoftwareOne and Crayon channel teams, partner programs, platforms, and pricing into one operating model.
• Lead partner account management, partner development, channel marketing, and enablement across the territory.
• Hire, develop, and retain channel leaders with clear career paths and accountability.
• Establish a rigorous operating rhythm of forecasts, partner business reviews, and pipeline inspection.
• Partner with Finance, Operations, Marketing, and the global channel organization on pricing, credit, platform roadmaps, and programs.
• Represent SoftwareOne at Microsoft, Google, and industry events as a credible voice on the future of the channel.
• Travel regularly to partner locations, SoftwareOne hubs, and hyperscaler or industry events; travel percentage 40%

What we need to see from you: What You Offer ==================

• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• Extensive experience in IT channel, distribution, or partner sales, including substantial leadership of multi-country channel teams with full revenue and margin accountability.
• Deep, hands-on knowledge of Microsoft CSP indirect distribution, including the New Commerce Experience, Partner Center, Microsoft Commerce Incentives, current authorization and incentive requirements, and the Microsoft AI Cloud Partner Program.
• Strong working knowledge of Google Cloud and Google Workspace channel models, including Google Cloud Partner Network, two-tier distributor and reseller relationships, and Google Cloud Marketplace resale.
• A record of growing MSP and SI partner ecosystems through recruitment, business planning, enablement, and services co-sell.
• Direct experience helping partners build AI practices, such as Copilot or Gemini deployments, AI readiness assessments, or managed AI services, with a clear point of view on sustainable partner margin.
• Demonstrated experience using AI in a practical, applied way—such as improving workflows, automating tasks, enabling better decision-making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• Leadership experience in the United States and at least one of Canada or Brazil, with an understanding of country-specific licensing, tax, billing, and partner models.
• Experience leading a team through a merger, reorganization, or platform migration while delivering commercial commitments.
• Strong relationships with Microsoft and Google channel and partner development leaders in the Americas.
• Strong commercial judgment, partner focus, integration capability, and a consistent record of coaching and developing leaders.
• Bachelor’s degree or equivalent experience.

Preferred Qualifications

* Leadership experience at a cloud distributor, marketplace, or Microsoft or Google partner organization. * Experience earning or maintaining elevated distributor status or a top cloud partner tier. * Experience bringing AI model vendors or AI ISVs to the channel and packaging a multi-model offer. * Experience building partner-facing platforms, marketplaces, or agent stores and applying AI to channel operations. * Professional working proficiency in Portuguese. * Familiarity with public-sector and mid-market channel motions in the United States and Canada.

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.Success Criteria ====================

In the first year, success means one unified channel organization that grows faster than the market and is recognized by its top MSP and SI partners as an AI partner of choice.First 90 Days -----------------

• Meet top partners in each country and the Microsoft and Google channel leaders for the Americas.
• Assess the combined team, partner base, programs, and platforms, and present an integration and growth plan to the Regional Leadership Team.
• Agree on rules of engagement across channel, direct sales, and services.

First 12 Months

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• Launch one channel operating model, partner program, and pricing approach across the United States, Canada, and Brazil.
• Establish a repeatable services co-sell motion with a growing share of pipeline sourced or influenced by partners.
• Launch a managed AI services enablement program with an active cohort of partners selling it.

Key Measures

----------------

• Tier 2 net revenue and gross margin growth by hyperscaler and country.
• Active transacting partner recruitment, activation, retention, and growth.
• AI attach rate across Copilot, Gemini, and AI model vendor offers.
• Services pipeline and wins sourced or influenced through partners.
• Microsoft and Google incentive realization versus available incentives.
• Partner satisfaction, strategic partner retention, and partner NPS.

Specific targets will be set with the President, North America as part of the annual plan.Organizational Alignment ============================

Reports to

President, North AmericaLeadership alignment: Member of the Regional Leadership TeamTerritory: United States, Canada, and BrazilLocation: United States, remote, with regular travel to partners, SoftwareOne hubs, and hyperscaler or industry eventsCollaboration: Regional and global channel leadership, Microsoft and Google partner teams, direct sales, services, Finance, Operations, Marketing, and strategic MSP and SI partners What we offer

• Generous pay with bonus structure (quarterly or bi-annual depending on the role)
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee’s contributions
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
• Access to EAP and concierge services plus pre-paid legal at no cost
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
• Employee stock purchase plan
• Learning and development opportunities galore, tuition reimbursement, and much more!
• Specific to Nashville and Milwaukee-based office employees: company-paid parking
• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

Target compensation for this role will be $275K - $300K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location. We are not able to consider candidates residing in the state of Hawaii currently. Why SoftwareOne?:

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global. Accommodations: *SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at* *reasonable.accommodations@softwareone.com.Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.**At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our* *SOAR program.*