Vice President, Global Channel Partners

Job Description:

Pluralsight is seeking a dynamic, results-oriented, and experienced Vice President of Global Channel to lead the growth and expansion of our global channel business. Reporting to the EVP of Corporate Development and Global Partnerships, this individual will be responsible for building, scaling, and managing Pluralsight's entire global channel ecosystem. The ideal candidate will have a proven track record of developing and executing successful channel strategies, managing strategic partnerships, and driving significant revenue growth through indirect sales channels.

Who you're committed to being:

• You enjoy learning and are open to new ways of doing things.
• You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns.
• When communicating you are self-aware, insightful, and proactive.
• You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link.
• You believe in continuous improvement and request frequent feedback from others.

• Global Channel Strategy: Develop and execute a comprehensive global channel strategy that aligns with Pluralsight's overall business objectives and revenue targets. This includes defining the ideal partner profiles, go-to-market motions, and channel enablement programs for each target market and customer segment.
• Partnership Management & Development: Manage and grow existing strategic partnerships globally, ensuring they are productive and aligned with company goals. Identify, recruit, and onboard new strategic partners to expand Pluralsight's reach in North America, EMEA, and APAC. Segment partners by customer size (strategic/enterprise, commercial, and SMB) and develop tailored programs, incentives, and support structures for each segment.
• Commercial & Contract Management: Lead the negotiation and execution of commercial contracts with all channel partners, ensuring favorable terms and alignment with legal and business requirements. Develop and implement scalable systems and processes to manage contract lifecycles, partner performance, and compensation structures.
• Operational Excellence: Build the internal systems and infrastructure required to support a high-growth channel business, including partner relationship management tools, deal registration processes, and enablement platforms. Collaborate with cross-functional teams (marketing, sales, enablement, deal desk, rev ops, enterprise IT, etc.) to optimize our revenue growth.
• Performance Reporting & Analysis: Establish and maintain key performance indicators (KPIs) and metrics to measure the health and success of the channel business. Generate and present regular reports on channel performance, pipeline, and forecasts for internal operating committee meetings and executive leadership. Support the executive team with sales and pipeline reporting, market analysis, business planning, and supporting the annual operating planning process.
• Program Development & Enablement: Design a global partner program with relevant tiers and corresponding support models for each tier. Build, support, and deploy an enablement program for both internal and external sales teams to ensure they are equipped to effectively sell Pluralsight's solutions through the channel.
• Team Leadership: Hire and manage a team of channel leaders. Lead a high-performing global channel team, providing mentorship, coaching, and strategic direction to achieve ambitious goals.

• 20+ years of experience in channel sales, business development, or strategic partnerships, with at least 8-10 years in a leadership role.
• Experience building global channel programs.

• Proven experience building and scaling a successful global channel business in the SaaS or technology sector.
• Deep understanding of different channel models and partner ecosystems, including resellers, distributors, and global systems integrators.
• Demonstrated success in negotiating complex commercial agreements and managing partner relationships at a senior level.
• Strong analytical skills with the ability to use data to drive decisions and report on business performance effectively.
• Exceptional leadership, communication, and interpersonal skills.
• Experience presenting to and influencing executive-level stakeholders and board members.
• Ability to travel globally as needed.
• Bachelor's degree required; MBA or other advanced degree is a plus.

• We're a blended workplace, where team members work remotely or in a hybrid setup depending on their role and location
• We're mission driven and guided by our culture pillars
• We have a strong commitment to diversity and belonging
• We cultivate a culture of trust, autonomy, and collaboration
• We're lifelong learners and champion team member growth and advancement
• We've got you covered - team member benefits include competitive compensation packages, medical coverage, unlimited PTO and Summer Fridays, wellness reimbursements, Pluralsight subscription, professional development funds and more.