Director Channel Sales [EMEA]

About This Role

EMEA Director of Channel Sales – Enterprise Retail POS Software in Middle East, Europe and Africa

Role overview

Lead and scale a high‑impact channel and direct sales engine for a fast‑growing retail POS software company, with a focus on specialty retail and enterprise retail solutions. This remote leadership role owns indirect distribution strategy, partner recruitment, and direct sales alignment to deliver aggressive growth targets.

Key responsibilities

• Manage and execute a channel sales strategy that expands market coverage and accelerates ARR growth across priority retail segments.
• Recruit, onboard, and activate new distributors, VARs, and retail technology partners in target countries/geographies.
• Own relationships with distribution and reseller partners, driving joint business plans, pipeline growth, and consistent over‑achievement of quotas.
• Recruit and manage strategic direct enterprise accounts to avoid conflict and maximize total revenue.
• Co‑sell with partners on strategic enterprise retail and specialty retail deals, providing executive presence in key pursuits.
• Collaborate with marketing and product to launch partner programs, sales plays, incentives, and enablement that improve sell‑through and win rates.
• Analyze territory, pipeline, and partner performance data to forecast accurately and adjust channel mix and investments.
• Represent the company at industry events, partner QBRs, and trade shows to strengthen brand and drive new partnership opportunities.

Requirements

• 10 years in B2B software sales with at least 5 years managing channel/indirect sales, in retail industry, with a focus on specialty retail and enterprise software
• Demonstrated experience selling or implementing retail technology solutions such as POS, CRM, WMS, ERP, or related systems
• Demonstrated success building and scaling distributor and VAR networks while also managing or closely aligning with direct sales teams.
• Deep understanding of the retail operations, including POS, store systems, omnichannel retail processes, SAAS models
• Strong deal‑making skills: negotiation, executive communication, and the ability to unlock complex multi‑stakeholder enterprise deals.
• Arabic fluency is an advantage
• Comfortable operating in a remote, high‑growth, target‑driven environment with frequent cross‑time‑zone collaboration.

Location and travel

The role is remote with regular travel to partners, customers, and events, depending on territory coverage and partner footprint.

What We Offer:

• Competitive compensation and performance-based incentives
• Flexible remote working environment.
• Opportunity to shape global channel growth for a leading retail platform.
• Collaborative, growth-focused company culture.