Indirect GTM & Channel Leader eMaint

Indirect GTM & Channel Leader for eMaint is responsible for defining building and scaling a high-performing global partner ecosystem dedicated exclusively to eMaint CMMS. This role focuses on accelerating new-logo acquisition expanding geographic and vertical coverage and driving sustainable ARR growth through partners. The Director will own the global channel strategy and execution while working closely with regional sales marketing product and customer success teams.

Key Responsibilities

- Own and execute the global channel strategy for eMaint aligned to company growth objectives.
- Design and operationalize partner-led and hybrid (direct partner) GTM motions for eMaint.
- Build and manage a scalable partner program including segmentation tiering certification enablement and incentives.
- Recruit onboard and activate regional and global partners across EMEA Americas and APAC.
- Drive partner-sourced and partner-influenced pipeline and ARR.
- Establish clear rules of engagement deal registration and conflict management models.
- Ensure partners are enabled to sell implement and support eMaint successfully.

Go-To-Market & Execution Focus

- Translate global strategy into actionable GTM plays by region segment and vertical.
- Partner with regional sales leaders to embed channel execution into territory and account plans.
- Align pricing guidance packaging and competitive positioning for partner-led sales.
- Work with Marketing to execute partner demand-generation programs and joint campaigns.

Channel & Partner Management

- Manage the full partner lifecycle: recruit enable co-sell scale renew.
- Define partner economics including margins referral fees and rebates.
- Track and improve partner productivity time-to-first-deal and time-to-productivity.
- Build strong working relationships with key strategic partners.

Leadership & Collaboration

- Act as the global point of accountability for eMaint channel performance.
- Collaborate cross-functionally with Sales Marketing Product Customer Success Finance and Operations.
- Influence regional teams and partners without direct line management authority.
- Contribute to annual planning forecasting and operating cadence for eMaint.

Experience & Qualifications

- 812 years of experience in B2B SaaS or enterprise software.
- Proven experience building and scaling partner or channel programs.
- Strong understanding of SaaS GTM models ARR economics and pipeline management.
- Experience with CMMS EAM Asset Management or industrial software strongly preferred.
- Experience working with geographically distributed teams and partners.

Skills & Attributes

- Hands-on execution-oriented GTM leader.
- Strong commercial acumen and partner negotiation skills.
- Data-driven with strong analytical and forecasting capabilities.
- Clear communicator with the ability to align diverse stakeholders.
- Comfortable operating in a fast-paced scaling SaaS environment.

Success Metrics

- Partner-sourced and partner-influenced ARR for eMaint.
- Partner-generated pipeline and win-rate.
- Number of active enabled and productive partners by region.
- Time-to-productivity for new partners.
- Partner satisfaction and retention.

Reporting Line

This role reports into eMaint global VP Sales and works closely with regional sales and services leaders.