Channel Director

Role Summary

The Channel Director owns Blue Marble's global reseller channel end to end. Most of our international business in more than fifty countries runs through partners, and this role builds a formal partner program and recruits partners in the sectors where Global Mapper, Global Mapper Pro and Avenza Remote are strongest: AEC, energy, mining, forestry, agriculture and local government. It is a build role: the Channel Director recruits, certifies and enables partners, holds them to joint plans, and stands up self-service partner infrastructure where none exists today.

Key Responsibilities

•       Owns the global partner program, including tiers, commercial terms, margin structure, deal registration and partner standards.

•       Recruits new partners by sector (AEC, energy, mining, forestry, agriculture and local government), qualifying, negotiating and signing them.

•       Owns partner-sourced and partner-influenced pipeline, with a defensible forecast and active deal progression.

•       Develops the existing partner base by assessing performance, moving partners between tiers and focusing effort where it produces results.

•       Structures and negotiates partner agreements, including pricing, discounts and participation models.

•       Builds sales and technical certification and enables partner teams on products, messaging and sales motions.

•       Builds and runs a self-service partner portal with pricing, collateral, demo environments and training resources.

•       Runs business reviews against joint plans, resolves channel conflict with direct sales, and works with Product, Marketing and Support to make partners self-sufficient.

Required Qualifications

Education

•       Bachelor's degree in business or a related field, or an equivalent combination of education and experience

Experience

•       5+ years managing an indirect channel (resellers, VARs, distributors or solution providers) at a software vendor; technology alliances or hyperscaler co-sell experience alone does not qualify

•       Personally recruited and signed new partners, and built or rebuilt a partner program (tiers, certification, deal registration, partner terms)

•       Set or negotiated partner discount structures, margin bands and participation models

•       Sold technical software with deal values of roughly $2,200–50,000 in volume, and owned a channel forecast and pipeline

•       Managed partner underperformance, including downgrading tiers or ending relationships

Technical Skills

•       Salesforce or a comparable CRM for pipeline and forecast management

•       Ability to hold credible technical conversations with users such as mine planners, foresters and civil engineers

Other Requirements

•       Limited, concentrated travel: several industry events per year

•       Must be based in the United States

Preferred Qualifications

•       Geospatial, surveying, AEC, mining, forestry or utility domain experience

•       A second language, particularly Spanish, French or Portuguese

•       Existing relationships in the geospatial reseller community

• •       Experience with partner relationship management (PRM) or partner portal platforms