Sapiens is hiring a Senior Vice President, Global Channels - a commercial leader who will define, build, and scale our global partner ecosystem. In this high‑impact role, you will shape the channel strategy end‑to‑end, transforming our partner network into a disciplined growth engine that expands market reach and accelerates revenue. Reporting to the Chief Revenue Officer, you’ll collaborate across Sales, Product, Services, Marketing, and Customer Success to create repeatable partner motions that drive pipeline, elevate win rates, and strengthen long‑term customer value.
Position Overview:
The Senior Vice President, Global Channels is a senior commercial leader responsible for defining, building, and scaling Sapiens’ global channel ecosystem to drive sustainable revenue growth, market coverage, and execution leverage. This role owns the channel strategy end-to-end - from partner segmentation and value proposition to execution discipline, governance, and measurable outcomes - ensuring channels operate as a system-led growth engine rather than a collection of ad-hoc relationships.
Reporting to the Chief Revenue Officer, this role partners closely with Sales, Product, Services, Marketing, Customer Success, and regional leadership to build repeatable partner motions that increase pipeline, win rate, and long-term customer value in a complex enterprise SaaS environment.
Key Responsibilities:
Channel Strategy & Operating Model
- Define and own the global channel strategy, including partner types, coverage models, segmentation, and prioritization.
- Design a clear channel operating model with rules of engagement, governance, incentives, and success metrics.
- Establish clarity on where channels lead, where direct sales lead, and where joint motion applies.
Partner Ecosystem Development
- Build and scale a focused, tiered partner ecosystem including strategic alliances, systems integrators, regional partners, and technology partners.
- Recruit, onboard, and enable partners with clear expectations, joint business plans, and performance standards.
- Drive partner specialization by region, vertical, and solution to increase win rates and delivery success.
Revenue Ownership & Performance Management
- Own channel-sourced and channel-influenced pipeline and revenue targets.
- Establish forecasting discipline, partner scorecards, and KPI dashboards.
- Optimize partner productivity, deal quality, and repeatability of outcomes.
Partner Enablement & Experience
- Build scalable partner onboarding, training, certifications, and sales enablement programs.
- Enable internal sales teams to consistently and effectively co-sell with partners.
- Ensure a frictionless partner experience through clear processes and fast decision-making.
Channel Programs & Governance
- Design and operate partner programs including tiering, incentives, and deal registration.
- Establish governance mechanisms that reduce channel conflict and improve transparency.
- Partner with Finance, Legal, and RevOps to ensure compliance and clean execution.
Cross-Functional GTM Orchestration
- Align with regional sales leadership on territory coverage, account mapping, and partner engagement.
- Collaborate with Product and Services to ensure partner-sold deals are deliverable and scalable.
- Work with Marketing on partner-driven demand generation and co-marketing initiatives.
Qualifications:
- 10+ years of leadership experience in Channel Sales, Alliances, or Partner Ecosystems within B2B SaaS or enterprise software.
- Proven experience building and scaling global partner programs in matrixed organizations.
- Strong track record owning revenue outcomes through indirect channels.
- Executive presence and ability to influence cross-functionally.
Additional Details:
- Global role with international travel required.
- Flexible location with global collaboration across time zones.
Lisa.smith@sapiens.com is your contact for any questions. We kindly request that you apply via LinkedIn or our website.
