Director, Channel Sales

Key Responsibilities & Duties

• Define and execute channel strategy across key core providers, including Fiserv, Jack Henry, COCC, and Corelation, and other strategic partners
• Design and optimize a predominantly reseller-based channel model, supplemented by co-sell and referral motions
• Position Alkami competitively within core ecosystems and marketplaces
• Drive reseller productivity and accountability for pipeline generation and bookings
• Convert existing relationships into active, revenue-producing channels
• Drive partner-sourced and partner-influenced pipeline aligned to team quota
• Lead joint sales motions and actively manage deal progression
• Hold partners accountable for real selling activity (versus passive referrals)
• Enablement & Go-To-Market Work cross-functionally to build structured enablement programs tailored to reseller success (training, certification, sales playbooks)
• Equip partners to independently identify, position, and close deals
• Execute channel-driven demand generation with marketing resources
• Increase Alkami’s visibility and effectiveness within core ecosystems
• New Channel Development Recruit and onboard new reseller-focused and core-aligned channel partners
• Establish commercial models and incentives that drive active selling behavior
• Accelerate time to first deal and partner productivity
• Team Leadership Lead and develop a team of channel sales professionals
• Set clear expectations tied to pipeline, activation, and revenue outcomes
• Drive a culture of accountability and execution
• Cross-Functional Leadership Align with Sales, Product, Marketing, and Customer Success
• Navigate channel conflict and deal ownership complexity
• Provide feedback to refine go-to-market strategy

Qualifications

• 8–12+ years in channel or indirect sales, with strong reseller model experience
• Proven success driving revenue through reseller channels
• Experience working within complex channel ecosystems
• Experience leading teams with quota responsibility
• Strong enterprise sales, forecasting, and deal execution skills
• Ability to manage complex, multi-party sales cycles