Director of Channel Sales, International

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.

SmartBear is trusted by developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit. 

At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Director of Channel Sales, International 

SmartBear is seeking a results orientated Channel Sales leader to grow partner sales efforts in EMEA and manage a Channel Sales Managers in India and APAC.  Based in our Galway, Ireland office, you will be responsible for building and growing a network of channel partners to drive significant software sales growth.  You will be the internal leader of the channel sales activity providing advocacy and strategy for the business across the direct sales organization, marketing, support, finance and legal. Reporting the the SVP of Global Channel Partnerships, your leadership and insight will identify new opportunities and refine existing partnerships to maximize current business and growth potential.  

Key Responsibilities 

Partnership Management & Development:

• Develop and execute a comprehensive channel strategy for the EMEA region, managing, identifying and recruiting high-growth partners with strong industry relationships. In addition, you will be the International lead for our growing and strategic go-to-market partnership with AWS. 
• Manage partner lifecycle in region and across international regions including: 
  • Negotiate and manage partner agreements, ensuring alignment with company goals and objectives. 
  • Onboard and enable new partners, providing training, marketing materials, and ongoing support to equip them for success. 
  • Drive partner sales performance through joint business planning, lead generation initiatives, and deal support. 
• Develop strong relationships with key decision-makers within partner organizations. 
• Monitor and analyze partner performance, identify areas for improvement, and implement strategies to optimize channel effectiveness. 
• Travel throughout the region (when possible) to build relationships and support partners. 

SmartBear and Team Development:

• Manage international focused channel managers (2 team members as of today) – communicate strategies, set targets, provide coaching, and evaluate performance. 
• Manage sales forecast for channel sourced and assisted new and renewal business – provide weekly status on quarterly objectives.  
• Develop and maintain close working relationships with internal teams (marketing, sales, renewal, customer success, and product) to ensure seamless partner engagement. Communicate channel best practices, guidance, training, and be the leader for regional channel/partner expertise. 
• Create business strategies, results and recommendations based on sales and channel performance in region and communicate to SmartBear Channel and GTM leadership.

What success looks like: 

• Strengthen EMEA and International partner ecosystem by developing and executing sales plays and co-selling activity with SmartBear and partner teams.
• Develop higher performing team culture within the existing international partner team and extending to supporting teams in region and across the globe.
• Increase partner productivity and track through existing deal registration program with targets for partner sourced revenue.
• Increase attachment and regional interaction with AWS as a strategic partner.

Qualifications: 

• Minimum 8 years of experience in channel sales management, ideally within the software industry. 
• Proven track record of exceeding sales targets through partner channels. 
• Experience building and growing channel sales team. 
• Strong understanding of the EMEA IT landscape and channel ecosystem. 
• Excellent relationship building and communication skills. 
• Ability to build trust and influence stakeholders at all levels. 
• Strategic thinking and analytical abilities. 
• Proficiency in CRM software and marketing automation tools. 

Preferred Qualifications:

• Experience selling in the DevOps software management, development, and testing market. 
• Existing network of contacts within the EMEA IT channel. 
• Fluency in a second language spoken in the EMEA region.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically -- the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.