About the Role
We are seeking a dynamic and results-oriented Channel Sales Director to lead our partner ecosystem strategy across the United Kingdom and Europe. In this pivotal role, you will drive revenue growth through strategic channel partnerships, including VARs, system integrators, distributors, and technology alliances. Reporting to the Global VP of Channel Sales & Operations, you will own the full lifecycle of channel development, from recruitment and enablement to joint business planning and performance optimization. The ideal candidate is a proven sales leader with deep knowledge of the UK & Europe storage and IT infrastructure market, passionate about building high-impact partnerships that deliver mutual success.
Key Responsibilities
* Channel Strategy & Development: Develop and execute a comprehensive channel strategy for UK & EUROPE, identifying and recruiting high-potential partners aligned with Hammerspace's go-to-market priorities.
* Partner Recruitment & Onboarding: Source, negotiate, and onboard new channel partners, ensuring seamless integration with Hammerspace's sales processes and tools.
* Enablement & Training: Design and deliver training programs, certifications, and resources to empower partners with product knowledge, sales methodologies, and competitive positioning.
* Joint Business Planning: Collaborate with partners to create and execute joint business plans, including marketing campaigns, demand generation activities, and pipeline development targets.
* Performance Management: Monitor partner performance metrics (e.g., revenue, bookings, pipeline velocity), provide coaching, and implement incentive programs to drive consistent overachievement.
* Market Expansion: Identify opportunities for geographic and vertical expansion within UK & EUROPE, leveraging insights from regional trends in AI, cloud migration, and data-intensive workloads.
* Cross-Functional Collaboration: Work closely with internal sales, marketing, product, and customer success teams to ensure cohesive partner support and alignment on customer outcomes.
* Revenue Accountability: Achieve and exceed quarterly and annual channel revenue targets, contributing to overall UK & EUROPE sales goals.
* Travel & Engagement: Represent Hammerspace at industry events, partner summits, and customer meetings, with up to 50% travel across UK & EUROPE.
Qualifications
MUST BE BASED IN UK
* Experience: 10+ years in channel sales leadership, with at least 5 years focused on UK & EUROPE markets in enterprise software, storage, or IT infrastructure solutions.
* Track Record: Demonstrated success in building and scaling channel programs that deliver multi-million-dollar revenue growth; experience with partner ecosystems in storage or data management is highly preferred.
* Industry Knowledge: Deep understanding of UK & EUROPE sales dynamics, including regulatory, cultural, and competitive landscapes; familiarity with hyperscalers (e.g., AWS, Azure, Google Cloud) and storage technologies (e.g., NFS, SMB, parallel file systems).
* Skills:
*
o Exceptional relationship-building and negotiation abilities.
o Strong analytical skills for forecasting, pipeline management, and ROI analysis.
o Proficiency in CRM tools (e.g., Salesforce) and channel management platforms (e.g., PartnerStack, Impartner).
o Excellent communication and presentation skills, with fluency in English; additional European languages (e.g., German, French, Spanish) a plus.
* Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant certifications (e.g., Channel Sales Professional) advantageous.
* Personal Attributes: Strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a fast-paced startup environment.
* Bilingual (English & German) is a plus
What We Offer
* Competitive Compensation
* Equity & Benefits: Stock options in a high-growth company; comprehensive health, dental, and vision coverage; generous PTO and remote work flexibility.
* Professional Growth: Opportunities for career advancement in a collaborative, innovative culture; access to ongoing training and industry conferences.
* Work-Life Balance: Supportive environment with emphasis on diversity, inclusion, and employee well-being.
Hammerspace is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.
Agencies are hereby specifically directed not to contact Hammerspace employees directly in an attempt to present candidates. To protect the interests of all parties, Hammerspace will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Hammerspace will be considered Hammerspace property. Hammerspace will not pay a fee for any placement resulting from the receipt of an unsolicited resume. Hammerspace will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees.
Agency must obtain advance written approval from Hammerspace's recruiting function to submit resumes, and then only in conjunction with a valid fully-executed contract for service and in response to a specific job opening. Hammerspace will not pay a fee to any Agency that does not have such agreement in place.