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JOB DETAILS

Head of Channel Sales (m/f/d)

CompanyGBTEC Software AG

LocationBochum

Work ModeOn Site

PostedOctober 29, 2026

About The Company

GBTEC helps organisations become Process Superlearners. Since 2005, we’ve helped organisations worldwide understand themselves better, make smarter decisions and evolve faster. Today, more than 2,000 organisations trust GBTEC. We bring together process management, enterprise architecture, automation and governance in one unified platform: the Process Superlearner. A Process Superlearner is a human-led organisational learning capability that connects operational reality, process knowledge, data, governance and external expertise. AI helps accelerate learning and surface new insights — while people remain in control of decisions and transformation. With GBTEC, organisations can turn knowledge into action, continuously improve how they operate and build the capability to keep learning. Imprint: https://www.gbtec.com/imprint/ Data Privacy: https://www.gbtec.com/data-privacy/

About the Role

Deine Aufgaben

As Head of Channel (m/f/d), you will take ownership of building and scaling our partner business across the DACH region, Europe, and selected international markets. You will develop a high-performing partner ecosystem that becomes an integral part of our international go-to-market strategy. This is not a role focused on managing an established channel organization. You will design the partner strategy, establish the required programs and infrastructure, recruit strategic partners, and create repeatable joint go-to-market models. Working closely with Sales, Marketing, Product, Professional Services, and Customer Success, you will turn our partner business into a scalable growth engine. Join the GBTEC team and play a key role in expanding our international presence in the exciting world of Business Process Management, Process Intelligence, and Process Automation.
Your Tasks:

Develop and implement our international channel and partner strategy, initially focusing on the DACH region and Europe
Define relevant markets, industries, partner segments, and routes to market with the highest commercial potential
Design, launch, and continuously develop a scalable Partner Program, including partner segmentation, commercial models, incentives, qualification criteria, certification, and governance
Define the requirements for our Partner Portal and lead its implementation as the central platform for partner information, enablement, deal registration, and collaboration
Identify, recruit, and onboard strategic partners, including consulting firms, system integrators, technology partners, resellers, and specialist BPM and Process Intelligence organizations
Build strong relationships with senior stakeholders and develop joint business plans with strategically relevant partners
Establish a structured partner enablement and certification framework for sales, pre-sales, consulting, and delivery teams
Develop repeatable joint go-to-market models, campaigns, events, webinars, workshops, and partner-specific solution plays
Work closely with Sales and Marketing to generate partner-sourced and partner-influenced opportunities
Establish clear rules of engagement between our direct sales organization and partners, including account mapping, lead sharing, deal registration, and joint pipeline management
Define and monitor relevant KPIs, such as partner activation, certified partner resources, partner-generated pipeline, partner-sourced revenue, and time to first opportunity
Turn successful partner initiatives into scalable go-to-market playbooks for additional European and international markets
Build the team, processes, tools, and infrastructure required to scale the partner business internationally
Collaborate closely with the Chief Revenue Officer and relevant stakeholders across the organization
You will join an international channel team currently consisting of two colleagues in the DACH region, one colleague in Spain, and one colleague in the UK.

Dein Profil

Several years of relevant leadership experience in Channel Management, Alliances, Partner Sales, or Ecosystem Development within B2B software, SaaS, or enterprise technology
Proven experience in building, transforming, or significantly scaling an international partner ecosystem
Strong track record in identifying and recruiting new strategic partners
Experience in developing partner programs, partner portals, enablement frameworks, certification models, or similar channel infrastructure
Strong understanding of indirect, partner-led, and hybrid go-to-market models
Experience working across multiple European markets and ideally an established network within consulting, system integration, technology, and software partner ecosystems
Strong commercial skills and experience in developing joint value propositions, business plans, and go-to-market initiatives
Excellent stakeholder-management, communication, influencing, and negotiation skills
Confidence in engaging with senior executives internally and within partner organizations
Strong analytical skills and a data-driven approach to measuring partner performance
Strategic thinking combined with a highly hands-on and execution-oriented working style
Entrepreneurial mindset and the motivation to build a new business area from the ground up
Willingness to travel internationally
Fluent English skills; very good German skills are strongly preferred
Preferably based in Germany

Warum wir?

A key leadership role with the opportunity to build and shape our international partner business from the ground up
Challenging and varied responsibilities within a highly motivated and international team
Direct collaboration with our Chief Revenue Officer and other senior leaders
A high level of ownership and the freedom to turn your ideas into scalable business models
Support for your personal and professional development through training, mentoring, and individual development opportunities
Excellent career prospects in a fast-growing international software company
A secure position in a future-oriented industry
An attractive compensation package including performance-related components and additional benefits
Flexible working hours, flat hierarchies, and an open and collaborative company culture
Modern and attractive office facilities, including free drinks, coffee, a gym, personal training opportunities, and a football pitch

Deine Ansprechpartnerin

We look forward to receiving your detailed application, including your earliest possible start date and salary expectations, via our website or, alternatively, at recruiting@gbtec.com.
If you have any questions, please feel free to contact Ms. Ellen Tenkamp at 0234 97645-157.

GBTEC is committed to diversity in practice and therefore welcomes all applications, regardless of nationality, ethnic and/or social background, gender, religion or belief, disability, age, or sexual identity.

Please note that we do not consider unsolicited candidate profiles from recruitment agencies. If you are interested in working with us, please contact us in advance—without sending any profiles—at recruiting@gbtec.com.

About us

Seit mehr als 20 Jahren entwickeln wir erfolgreich innovative Softwarelösungen und begleiten Kunden weltweit in erstklassigen Beratungsprojekten. Die Zukunftsfähigkeit unserer Branche sowie die agilen Strukturen unseres Unternehmens bilden den Grundstein für weiteres, gesundes Wachstum GBTECs. Als attraktiver Arbeitgeber arbeiten wir stetig daran, das Beste für unsere GBTEChies herauszuholen. Überzeuge Dich selbst und lerne uns im Karrierebereich kennen.

Key Skills

Channel managementPartner salesEcosystem developmentB2B softwareSaaSPartner strategyGo-to-market strategyStakeholder managementBusiness planningStrategic recruitmentData-driven analysisNegotiationSales enablementProcess intelligenceBusiness process management