Channel Manager - International Reseller Partners

The Company Glassbox's mission is to empower enterprises to shape trusted, frictionless digital experiences. Glassbox is a leading force in shaping digital experiences. It helps organizations uncover digital issues, boost conversion rates, enhance accessibility, prevent fraud, and more. Leveraging AI-driven customer intelligence, Glassbox enables enterprises to deliver secure, proactive, and preventative digital experiences. Its solutions are trusted by highly regulated organizations, including SoFi, Cal, and many others. We are growing and have been recognized by G2 as one of 2024's Top 50 Software Companies in the world. The Opportunity You'll grow Glassbox's international reseller business, owning partner-sourced annual recurring revenue (ARR) and pipeline targets across an assigned partner portfolio. You'll develop existing relationships, including Ness Technologies in Israel, while recruiting and onboarding new reseller partners. Working with partners and Glassbox's regional sales teams, you'll turn joint business plans into pipeline and revenue, help partners sell effectively, and support enterprise deals from discovery through commercial negotiations. This is an individual contributor role within the Commercial organization, reporting to the VP International Channels & Cloud Partnerships. The position is full-time, with three days per week in the office as part of our hybrid working model. The role includes international travel and working across time zones as needed. What You Will Do • Own partner-sourced ARR and pipeline targets, build joint business plans, and manage deal registration, pipeline reviews, forecasting, and quarterly business reviews. • Manage the day-to-day relationship with Ness Technologies in Israel, aligning sales teams on target customers, deal qualification, and competitive positioning, and coordinating technical teams, partner training, and joint customer engagements. • Co-sell with partner account teams into enterprise financial services accounts, supporting discovery, demonstrations, and commercial negotiations alongside Glassbox account executives, account managers, and sales engineers. • Design and deliver partner onboarding and training. Develop sales playbooks, competitive positioning guides, and return-on-investment tools, both directly and with support from internal teams, and keep partners current on product certifications and new capabilities. • Identify, recruit, and onboard international reseller partners with regional sales leadership. Assess their customer base, relevant expertise, and geographic coverage, and negotiate agreements, margins, and deal registration policies with Legal and Finance. • Work with Marketing and Product on co-branded campaigns, webinars, events, and partner demand generation, including market development fund allocation. • Provide regular updates on partner pipeline, forecasts, and key deals, and share partner feedback with Product on customer needs, feature requests, and competitive gaps. What You Will Need • 5-8 years of channel or partner sales experience in enterprise B2B SaaS, with a track record of exceeding partner-sourced revenue targets. • Experience managing reseller, value-added reseller (VAR), or systems integrator (SI) partnerships in Israel and/or EMEA. • Practical knowledge of indirect sales processes, including deal registration, margin management, partner tiering, co-selling, and partner enablement. • Ability to build joint business plans, negotiate reseller terms, and manage revenue and pipeline targets. • Proficiency with customer relationship management (CRM) systems and disciplined pipeline management. • Fluency in Hebrew and English, written and spoken, and the ability to coordinate with partners and colleagues across functions and regions. Preferred, not required: • Experience selling into or through financial services organizations, such as banks, insurers, or wealth management firms. • Experience with partner relationship management (PRM) tools and Salesforce. • Prior experience with Ness Technologies or familiarity with the Israeli IT services and systems integrator landscape. • Background in digital experience intelligence (DXI), analytics, session replay, or digital optimization. • Experience with AppExchange, cloud marketplaces, or hyperscaler co-sell programs. • Experience recruiting and onboarding new channel partners. • Familiarity with LATAM or APAC reseller channels, or additional language skills. Our Commitment At Glassbox, we value curiosity, ownership, and a constant drive to learn and improve, no matter the gender, age, nationality, religion, or background. We believe diverse perspectives make us better, and that potential matters just as much as experience, and encourage people of all shapes and sizes to apply. If this role excites you and you're motivated to make an impact - we'd love to hear from you, even if you don't meet every listed qualification.