Why SoftwareOne?
The role
What we need to see from you
Job Function
Sales
Accommodations
SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.
The role
Job Summary
The Director, Channel Programs and Enablement builds and executes the Americas channel go-to-market strategy and turns SoftwareOne services into partner-ready offers that managed service provider and systems integrator partners can sell, co-deliver, or use within their own businesses. The role leads through influence across Channel Sales, Marketing, Hyperscaler Alliances, Services, and Practice teams to improve partner readiness, accelerate time to revenue, and grow partner-attached services across the United States, Canada, and Brazil.
SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes—and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.
Role & Responsibilities
- Build annual and quarterly channel go-to-market plans for the Americas, including target partner segments, priority offers, campaigns, enablement plans, and success metrics.
- Translate Microsoft and Google priorities, incentives, solution areas, and co-sell programs into actionable partner plays.
- Develop country-specific approaches for the United States, Canada, and Brazil where licensing, pricing, or partner models differ.
- Package SoftwareOne services—including FinOps, licensing optimization, cloud migration, security, and AI readiness—into sell-through offers that partners can resell, co-deliver, or white-label.
- Design sell-to services that partners can use within their own businesses, including delivery capacity, presales support, helpdesk or NOC backfill, and licensing and compliance expertise.
- Create AI practice-in-a-box offers that help partners launch managed AI services through assessments, build patterns, pricing models, delivery playbooks, and customer-facing collateral.
- Partner with Services and Practice leaders to define scope, pricing, margin, delivery models, and rules of engagement for each offer.
- Align offers with partner tiers, benefits, incentives, and market development funding in coordination with the partner program owner.
- Design and deliver enablement journeys for strategic partners, from AI and cloud maturity assessments through sales, technical, and delivery readiness.
- Lead partner bootcamps, practice-building workshops, executive briefings, certification initiatives, and cohort programs that move partners from launch to first wins.
- Help partners earn and maintain relevant Microsoft and Google credentials that unlock incentives and support growth.
- Equip internal channel teams with scalable plays, enablement assets, and guidance for partner execution.
- Collaborate with Marketing on campaigns, through-partner marketing kits, events, and partner communications.
- Collaborate with Hyperscaler Alliances leaders to secure Microsoft and Google funding, co-sell support, and program alignment.
- Use AI to develop content, personalize enablement paths, improve workflows, and identify partner needs.
- Track pipeline, offer adoption, time to first deal, partner-attached services revenue, credentials, enablement quality, and partner feedback; adjust programs based on results.
- Travel as required to partner meetings, enablement events, and hyperscaler programs; travel percentage 25%
What we need to see from you
What You Offer
- Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
- Extensive experience in channel programs, partner enablement, or services go-to-market, with substantial focus on managed service provider and systems integrator partners.
- Hands-on experience with Microsoft partner programs, including CSP, the Microsoft AI Cloud Partner Program, Solutions Partner designations, and partner incentives.
- Working knowledge of Google Cloud and Google Workspace partner models, including Google Cloud Partner Network competencies and co-sell motions.
- A track record of packaging services into partner-ready offers with clear pricing, delivery models, collateral, and measurable adoption.
- Experience designing and delivering enablement that improves partner revenue and time to market, not only training completion.
- Practical understanding of managed services economics and how partners build profitable AI, security, and cloud practices.
- Experience leading through influence across Marketing, Alliances, Sales, and Services and presenting confidently to partner executives and technical teams.
- Demonstrated experience using AI in a practical, applied way—such as improving workflows, automating tasks, enabling better decision-making, or increasing impact. Deep technical or engineering expertise in AI is not required; we value applied use, experimentation, curiosity, and continuous learning.
- Bachelor’s degree or equivalent experience.
- Experience with white-label or partner-delivered services models, Microsoft or Google certifications, partner portals, learning platforms, or professional working proficiency in Portuguese is preferred.
The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Success Criteria
- Deliver a clear Americas channel go-to-market plan and prioritized offer roadmap within the first 90 days.
- Launch a catalog of sell-through, sell-to, and AI practice-in-a-box offers with agreed pricing and delivery models.
- Establish cohort-based enablement programs for priority partners in the United States, Canada, and Brazil.
- Increase partner-attached services revenue and adoption of priority cloud, security, and AI offers.
- Reduce the time from partner enablement launch to the partner’s first closed deal.
- Increase the number of active partners selling packaged offers and earning relevant Microsoft and Google credentials.
- Secure hyperscaler co-sell, incentive, and marketing funding that supports channel offers.
- Measure enablement reach, completion, quality, partner feedback, and business impact, and refine programs based on results.
Organizational Alignment
Reports to: Head of Channel Sales, Americas
Role type: Individual contributor with cross-functional leadership
Territory: United States, Canada, and Brazil
Collaboration: Channel Sales, Marketing, Hyperscaler Alliances, Services and Practice leaders, partner program owners, and strategic MSP and SI partners
Location: United States, remote, with travel to partner meetings, enablement events, and hyperscaler programs
What we offer
- Generous pay with bonus structure (quarterly or bi-annual depending on the role)
- Independent environment without a lot of red tape where you are empowered to make decisions
- Substantial benefits package that includes:
- Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
- 401k program with employer matching 50% up to the first 10% of employee’s contributions
- Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
- Access to EAP and concierge services plus pre-paid legal at no cost
- Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
- Employee stock purchase plan
- Learning and development opportunities galore, tuition reimbursement, and much more!
- Specific to Nashville and Milwaukee-based office employees: company-paid parking
- Winning culture, inclusive environment, and friendly people all over the world
- A remote-friendly organization, with colleagues working remotely either part or full-time
Target compensation for this role will be $210K - $250K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.
We are not able to consider candidates residing in the state of Hawaii currently.
Job Function
Sales
Accommodations
SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.
Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.
At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.
Bachelor's degree or equivalent; extensive channel program and partner enablement experience; hands-on Microsoft partner programs; working knowledge of Google Cloud partner models; demonstrated applied AI use; travel 25%.
Key Responsibilities
- building channel strategies
- packaging partner offers
- delivering enablement programs
Skills & Tools
Microsoft CSP, Microsoft AI Cloud Partner Program, Google Cloud, Google Workspace
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Salary: USD 210,000 – 250,000 / year
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Tuition reimbursement
- Retirement plan
About SoftwareOne
A global AI-powered software and cloud solutions provider. — Industry: Information Technology