# Head of Channel Sales (m/f/d) at Gbtec > Location unclear · Director+ · Other · open. Source: https://alderhq.app/jobs/personio%3Agbtec%3A2816237 (read 2026-11-08). ## Facts (observed) - Company: [Gbtec](https://alderhq.app/companies/gbtec) - Location text: Bochum - Where it can be done from (inferred): Location unclear (evidence: "Location: Bochum") - Posted: 2026-09-27 (42 days ago) - First seen by alder: 2026-11-07 · last verified: 2026-11-08 - Reposted: 0 times · edited: 0 times - Apply on the employer's site: https://gbtec.jobs.personio.de/job/2816237 ## Pay and sponsorship - Posted pay: not posted ## Description (the employer's text) ### Your mission ### 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. ### Your profile - Several years of relevant leadership experience in Channel Management, Alliances, Partner Sales, or Ecosystem Development within B2B software, SaaS, or enterprise technology - Proven experience in building, transforming, or significantly scaling an international partner ecosystem - Strong track record in identifying and recruiting new strategic partners - Experience in developing partner programs, partner portals, enablement frameworks, certification models, or similar channel infrastructure - Strong understanding of indirect, partner-led, and hybrid go-to-market models - Experience working across multiple European markets and ideally an established network within consulting, system integration, technology, and software partner ecosystems - Strong commercial skills and experience in developing joint value propositions, business plans, and go-to-market initiatives - Excellent stakeholder-management, communication, influencing, and negotiation skills - Confidence in engaging with senior executives internally and within partner organizations - Strong analytical skills and a data-driven approach to measuring partner performance - Strategic thinking combined with a highly hands-on and execution-oriented working style - Entrepreneurial mindset and the motivation to build a new business area from the ground up - Willingness to travel internationally - Fluent English skills; very good German skills are strongly preferred - Preferably based in Germany ### Why us? - A key leadership role with the opportunity to build and shape our international partner business from the ground up - Challenging and varied responsibilities within a highly motivated and international team - Direct collaboration with our Chief Revenue Officer and other senior leaders - A high level of ownership and the freedom to turn your ideas into scalable business models - Support for your personal and professional development through training, mentoring, and individual development opportunities - Excellent career prospects in a fast-growing international software company - A secure position in a future-oriented industry - An attractive compensation package including performance-related components and additional benefits - Flexible working hours, flat hierarchies, and an open and collaborative company culture - Modern and attractive office facilities, including free drinks, coffee, a gym, personal training opportunities, and a football pitch --- Data: alder (https://alderhq.app). Cite https://alderhq.app/jobs/personio%3Agbtec%3A2816237 and the date you read it. Observed facts come from the employer's own listing; location reach, level, family and skills are inferences.