Head of Channel Sales (m/f/d)

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.