Vacant position

Channel Sales Director – EMEA

Application deadline: 31.03.26

Kontur has an established direct sales channel and a few Sales Partners in the EMEA region. We are now looking to expand and further develop our partner channel to accelerate the growth. We are looking for someone to lead this effort of defining the requirements for a partner, find potential candidate companies, engage them, train them, and grow the Kontur business.

About the role:

The Channel Sales Director leads the strategy, growth, and performance of the company’s partner ecosystem in their territories, driving revenue through indirect channels while ensuring partners can successfully position, sell, and support all products and solutions. The role requires a strong mix of commercial leadership and technical understanding, enabling effective collaboration with engineering, product, and solution‑architecture teams and ensuring partners are equipped to deliver high‑quality customer outcomes.

Frequent travels will be required.

Responsibilities:

Channel Strategy and Leadership

  • Define and execute the channel go‑to‑market strategy for the product portfolio.
  • Define process to evaluate potential partners.Work with Kontur staff to evaluate potential partners.Track and report evaluation of potential partners.
  • Build and lead a high‑performing channel organization.
  • Set annual revenue targets, partner KPIs, and performance frameworks aligned with company growth objectives.

Partner Ecosystem Development

  • Identify, recruit, and develop strategic partners.
  • Establish executive‑level relationships with key partners and ensure alignment on commercial and technical capabilities, market focus, and joint value propositions.
  • Oversee partner lifecycle management, including onboarding, technical certification, and performance reviews.

Technical Enablement and Solution Readiness

  • Ensure partners have the technical knowledge required to position, demo, integrate, and support the company’s solutions.
  • Collaborate with product and engineering teams to translate technical roadmaps into partner‑ready messaging and enablement.
  • Oversee technical training programs, certification paths, and partner access to solution architects or technical sales engineers.

Revenue Growth and Sales Execution

  • Drive indirect revenue through joint business planning, pipeline development, and co‑selling initiatives with partners.
  • Monitor partner performance, forecast channel revenue, and implement corrective actions when needed.
  • Ensure channel alignment with direct sales teams, including conflict resolution and territory coordination.

Programs, Incentives, and Co‑Marketing

  • Design and optimize partner programs and incentives.
  • Collaborate with marketing to build co‑marketing campaigns, partner events, and lead‑generation initiatives.
  • Ensure partner programs support both commercial and technical competency development.

Cross‑Functional Collaboration

  • Work closely with Product Management to ensure partner feedback influences product direction and feature prioritization.
  • Align with Engineering and Support teams to ensure partners can deliver high‑quality implementations and customer experiences.
  • Collaborate with Operations and Finance to streamline channel processes, pricing models, and compliance requirements.

Market Intelligence and Competitive Insight

  • Analyze market trends, emerging technologies, and competitor offerings to refine channel strategy.
  • Provide reporting on channel performance, risks, and opportunities.
  • Represent the company at industry events, partner summits, and technical conferences.

Required Qualifications:

Experience

  • 10+ years in channel sales, partner management, or indirect sales roles within a technology/manufacturing/distribution company.
  • Proven success scaling partner ecosystems and driving revenue for software, SaaS, or hardware solutions.
  • Experience from leading teams that include both commercial and technical channel roles.
  • Experience selling equipment and / or software to state departments of transportation and their vendors and consultants is preferred.

Technical Competencies

  • Ability to discuss product architecture, integrations, APIs, and deployment models with partners at a high level.
  • Familiarity with partner technical enablement frameworks and certification programs.

Leadership and Business Skills

  • Strong strategic thinking and the ability to translate vision into actionable plans.
  • Excellent relationship‑building and negotiation skills with senior partner executives.
  • Strong analytical capabilities, including forecasting, pipeline management, and performance analysis.

Education

  • Bachelor’s degree in Business, Engineering, Computer Science, or related field.

Success Indicators:

  • Growth in channel‑generated revenue and pipeline.
  • Increased number of partners in territory.
  • Increased partner technical competency and certification levels.
  • Expansion of strategic partner relationships and ecosystem coverage.
  • Strong partner satisfaction and reduced channel conflict.
  • Effective execution of partner programs with measurable ROI.

What we offer:

  • Competitive salary aligned with experience and qualifications
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  • Flexible work hours
  • Mobile phone and internet covered
  • Excellent career opportunities with room to grow and make a meaningful impact
  • A collaborative, high-competence team driven by innovation and curiosity

For questions about the position, please contact:

Erik Meum
Chief Revenue Officer