Channel Sales Director - United Kingdom & Europe

About Hammerspace, Inc.

Hammerspace delivers a Global Data Environment that spans data centers, AWS, Azure, and Google cloud infrastructure. With origins in Linux, NFS, Open standards, Flash and deep file system and data management technology leadership, Hammerspace delivers the world’s first and only solution to connect global users with their data and applications on any existing data center infrastructure or AWS, Azure, and Google cloud services.

We are seeking a dynamic and results-oriented Channel Sales Director to lead our partner ecosystem strategy across the United Kingdom and Europe. In this pivotal role, you will drive revenue growth through strategic channel partnerships, including VARs, system integrators, distributors, and technology alliances. Reporting to the Global VP of Channel Sales & Operations, you will own the full lifecycle of channel development, from recruitment and enablement to joint business planning and performance optimization.

The ideal candidate is a proven sales leader with deep knowledge of the UK & Europe storage and IT infrastructure market, passionate about building high-impact partnerships that deliver mutual success.

• Channel Strategy & Development:
  Develop and execute a comprehensive channel strategy for UK & EUROPE, identifying and recruiting high-potential partners aligned with Hammerspace's go-to-market priorities.
• Partner Recruitment & Onboarding:
  Source, negotiate, and onboard new channel partners, ensuring seamless integration with Hammerspace's sales processes and tools.
• Enablement & Training:
  Design and deliver training programs, certifications, and resources to empower partners with product knowledge, sales methodologies, and competitive positioning.
• Joint Business Planning:
  Collaborate with partners to create and execute joint business plans, including marketing campaigns, demand generation activities, and pipeline development targets.
• Performance Management:
  Monitor partner performance metrics (e.g., revenue, bookings, pipeline velocity), provide coaching, and implement incentive programs to drive consistent over achievement.
• Market Expansion:
  Identify opportunities for geographic and vertical expansion within UK & EUROPE, leveraging insights from regional trends in AI, cloud migration, and data-intensive workloads.
• Cross-Functional Collaboration:
  
  Work closely with internal sales, marketing, product, and customer success teams to ensure cohesive partner support and alignment on customer outcomes.
• Revenue Accountability:
  Achieve and exceed quarterly and annual channel revenue targets, contributing to overall UK & EUROPE sales goals.
• Travel & Engagement:
  Represent Hammerspace at industry events, partner summits, and customer meetings, with up to 50% travel across UK & EUROPE.

• Experience: 10+ years in channel sales leadership, with at least 5 years focused on UK & EUROPE markets in enterprise software, storage, or IT infrastructure solutions.
• Track Record: Demonstrated success in building and scaling channel programs that deliver multi-million-dollar revenue growth; experience with partner ecosystems in storage or data management is highly preferred.
• Industry Knowledge: Deep understanding of UK & EUROPE sales dynamics, including regulatory, cultural, and competitive landscapes; familiarity with hyperscalers (e.g., AWS, Azure, Google Cloud) and storage technologies (e.g., NFS, SMB, parallel file systems).
• Skills:
• Exceptional relationship-building and negotiation abilities.
• Strong analytical skills for forecasting, pipeline management, and ROI analysis.
• Proficiency in CRM tools (e.g., Salesforce) and channel management platforms (e.g., Partner Stack, Impartner).
• Excellent communication and presentation skills, with fluency in English; additional European languages (e.g., German, French, Spanish) a plus.
• Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant certifications (e.g., Channel Sales Professional) advantageous.
• Personal Attributes: Strategic thinker with a hands-on execution mindset; resilient, collaborative, and passionate about partner success in a…