Director of Channel Sales

Description About Atera Atera is leading the future of IT with the world’s first Autonomous IT platform, with built-in AI agents. At its core is IT Autopilot, functioning as a personal IT professional for every employee, and AI Copilot, an IT technician’s companion designed to boost productivity and efficiency. The full-stack platform unifies RMM, ticketing, help desk, patch management, and all essential IT operations into one secure, scalable solution. Trusted by 13,000+ customers in 120+ countries, Atera helps organizations scale, boost service quality, and turn IT into a driver of lasting business growth. We are not building toward AI. We are already there - and we are ahead. About the Role As our first Director of Channel Sales in North America, you will define how Atera scales through partners in the region. You will own the full partner motion - from identifying and recruiting the right strategic partners, to activating joint go-to-market programs, to driving partner-led revenue across mid-market and enterprise. You are not inheriting a playbook. You are writing it. What You Will Own Partner Strategy and Ecosystem Development Define and execute Atera's channel strategy for North America, in alignment with global partnership goals. Identify, recruit, and onboard strategic partners - VARs, distributors, and ISVs - that accelerate Atera's upmarket expansion. Build and leverage your existing network to fast-track relationships with high-value partners from day one. Develop joint business plans with partners covering revenue targets, enablement frameworks, and co-marketing activities. Revenue and Pipeline Own a quota and drive partner-sourced and partner-influenced pipeline to achieve regional revenue targets. Lead co-selling motions alongside partner sales teams, supporting enterprise sales cycles end-to-end. Manage deal tracking, pipeline reviews, and forecasting for all partner-related activities. Identify and convert new partnership opportunities that can materially accelerate growth. Partner Enablement and Field Execution Enable partners on Atera's platform through training, demos, sales plays, and ongoing field support. Serve as a trusted advisor and executive-level point of contact for key partner stakeholders across sales, marketing, technical, and leadership teams. Represent Atera at partner events, industry conferences, and field activities across the US. Cross-Functional Collaboration Work closely with product, sales, marketing, and operations to align the partnership strategy with Atera's broader go-to-market. Provide market intelligence and partner feedback to inform product positioning and competitive strategy. Help build the infrastructure, processes, and playbooks that will scale the channel function as the team grows. Requirements Requirements 10+ years of experience in channel sales, partner management - with at least several years at a B2B SaaS company. Proven quota-carrying track record in co-selling and indirect sales models. Deep experience working with VARs, distributors, and ISVs in enterprise and mid-market segments. An established network of partners that you can activate Strong command of partner enablement, joint GTM development, and pipeline generation best practices. Highly independent, self-motivated, and capable of managing competing priorities without losing momentum. Experience in a global organization; exposure to working with a headquarters outside the US is a strong advantage. Ability and willingness to travel 25%-50% across the US. If you are a senior channel professional who wants executive ownership, a differentiated product, and the freedom to build - we want to talk. Some of our benefits For this position, we offer a total annual salary of: $450K. In addition Atera offers comprehensive Health and Vision benefits, 401K matching, and a generous PTO plan. At Atera, we operate under a hybrid model, allowing our employees the flexibility of three office days per week in our beautiful One Penn office, enabling collaboration and connection while also accommodating remote work arrangements. Dedicated to fostering a culture of equality, diversity, and inclusion, Atera is committed to eradicating discrimination in all its forms. We value the unique perspectives and contributions of each individual and strive to create an environment where all employees are empowered to thrive. Our recruitment process is merit-based, ensuring that qualified candidates are considered regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, or disability status. We are dedicated to building a workforce that reflects the diversity of society and our customer base, and we are committed to creating an inclusive environment where every employee feels valued, respected, and empowered to excel.