Head of Channel UKI

Head of Channel UKI Overview

This leadership position sits within the UK&I channel sales organization and is focused on expanding partner-driven revenue across the region. The role combines strategic planning with hands-on sales execution, requiring someone who can guide a team, strengthen partner relationships, and help accelerate growth in a fast-moving market. The successful candidate will work closely with senior sales leaders, cross-functional teams, and important channel partners to improve pipeline quality, increase deal conversion, and deliver results above quota.

What you will be responsible for

• Managing and developing a team of eight Regional Channel Sales Managers, with accountability for both individual performance and overall team quota delivery.
• Creating, implementing, and continuously improving the UK&I channel strategy so it supports the broader UK&I sales goals.
• Coaching, mentoring, and developing team members, including recruiting, hiring, and onboarding new Channel Sales Managers.
• Setting clear expectations and practical execution plans with each manager to drive pipeline creation and quota achievement.
• Running weekly forecast meetings to review channel-sourced opportunities and keep the team aligned on progress and priorities.
• Partnering with UK sales leadership to improve forecast accuracy and remove obstacles that could prevent deals from closing.
• Building and maintaining senior executive relationships with key UK focus partners.
• Serving as a visible leader within the EMEA leadership group and across the wider UK channel ecosystem.
• Using channel and marketing investment budgets effectively to support faster growth and stronger partner engagement.
• Monitoring team activity and sales results closely to ensure performance remains consistently above target.
• Helping the team close complex transactions by leveraging executive-level relationships with strategic partners.
• Managing daily and weekly pipeline, forecast, and closed-deal activity to maintain strong pipeline discipline and above-quota outcomes.
• Leading regular one-to-one meetings, team pipeline reviews, and training sessions to drive continuous improvement.
• Working successfully in a high-energy environment where speed, discipline, and adaptability are essential.

What the company is looking for

• Direct leadership experience with a high-performing channel sales team.
• Channel management experience working with security integrators and IT VAR/reseller partners, including proven executive-level relationships.
• A track record of managing channel investment budgets to increase pipeline generation and partner commitment.
• Success in a high-volume channel sales environment, with sustained growth in deal registration engagement.
• Strong analytical skills and the ability to identify opportunities for new or improved channel strategies.
• Excellent communication skills, including strong presentation ability, active listening, and executive presence.
• Demonstrated ability to hire, develop, and coach Channel Sales Managers, including supporting lower performers to improve.
• Experience building partner enablement plans that grow channel-sourced business across sales, technical, and marketing teams.
• Willingness to travel around the UK roughly half of the time.
• Based on the posting, the role is located in London.

Benefits and perks

• Health coverage designed to support both personal wellbeing and financial needs, with employee premiums covered in full under most plans and family premiums also fully covered.
• Private medical and dental insurance.
• Paid parental leave and fertility benefits.
• Retirement savings support.
• Paid holidays, company-wide extended holiday periods, generous time off, and paid sick leave.
• Wellness and fitness benefits.
• A stipend for professional development.
• Daily lunch provided.
• Commuter support.

Visa sponsorship

The company states that it sponsors employment visas for this role and will also take over sponsorship where applicable. If an offer is extended, it will make every reasonable effort to secure the visa.

About the company and team context

The organization builds an integrated, privacy-conscious AI platform that helps organizations protect people and places through video security, access control, air quality sensors, alarms, intercoms, and visitor management. It has significant market momentum, with more than 30,000 customers, including over 100 Fortune 500 companies, a valuation of $5.8 billion, more than $1 billion in annualized bookings, and backing from major investors including CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, and Next47. Its technology is deployed at scale across more than 2 million devices in over 170 countries. The company positions itself as a leader in physical AI and emphasizes real-world use cases across retail, warehousing, and education.

How to apply

Applicants are invited to submit an application through the online job application form. The posting requests a resume or CV, a cover letter, and a LinkedIn profile as part of the application process.

Degree Requirement: Not Specified

Visa Sponsorship Promising