Director, Channel Sales

Job description

Alkami is the digital sales and service platform provider for U.S. banks and credit unions. Our unified Platform integrates onboarding, digital banking, and data and marketing—each solution can stand alone, but together they deliver more—to help institutions onboard, engage, and grow relationships. As the future shifts toward Anticipatory Banking, we help data-informed bankers meet the moment with technology that drives action. Founded in 2009, we continue to be recognized for our intentional culture and tremendous growth (Best Place to Work in Fintech; Best & Brightest to Work For Nationally; and Comparably’s Best Company Culture, Best Career Growth, Best Engineering Team, and Best Places to Work in Dallas, among others). We’re building a culture where each Alkamist can perform to their highest potential, and we’re always on the lookout for the best and brightest minds. If you’re ready to experience the power of alchemy - transforming the ordinary into the extraordinary - come join one of the fastest growing SaaS companies in the U.S. As a remote-first company, most of our positions can be remote in the US, except for key roles, which will be indicated in the Job Title. Follow us on Glassdoor and LinkedIn ! We are seeking a Director of Channel Sales to lead and scale Alkami’s core provider and strategic channel ecosystem as a primary driver of revenue growth. This leader will own a team-based quota and is responsible for both optimizing existing core relationships and building new channel pathways to market. This role is explicitly designed for a sales leader who treats channel partners as a disciplined revenue engine. The majority of Alkami’s channel motion is reseller-driven, with additional co-sell and referral models. This role is responsible for maximizing reseller productivity while effectively leveraging co-sell and referral channels where appropriate. This is a quota-carrying sales leadership role—not a general partnerships or alliance role. Key Responsibilities & Duties: Channel Strategy & Ecosystem Development Define and execute channel strategy across key core providers, including Fiserv, Jack Henry, COCC, and Corelation, and other strategic partners Design and optimize a predominantly reseller-based channel model, supplemented by co-sell and referral motions Prioritize partners with direct influence over bank and credit union buying decisions Position Alkami competitively within core ecosystems and marketplaces Channel Activation & Revenue Execution Drive reseller productivity and accountability for pipeline generation and bookings Convert existing relationships into active, revenue-producing channels Drive partner-sourced and partner-influenced pipeline aligned to team quota Lead joint sales motions and actively manage deal progression Hold partners accountable for real selling activity (versus passive referrals) Enablement & Go-To-Market Work cross-functionally to build structured enablement programs tailored to reseller success (training, certification, sales playbooks) Equip partners to independently identify, position, and close deals Execute channel-driven demand generation with marketing resources Increase Alkami’s visibility and effectiveness within core ecosystems New Channel Development Recruit and onboard new reseller-focused and core-aligned channel partners Establish commercial models and incentives that drive active selling behavior Accelerate time to first deal and partner productivity Team Leadership Lead and develop a team of channel sales professionals Set clear expectations tied to pipeline, activation, and revenue outcomes Drive a culture of accountability and execution Cross-Functional Leadership Align with Sales, Product, Marketing, and Customer Success Navigate channel conflict and deal ownership complexity Provide feedback to refine go-to-market strategy Qualifications: 8–12+ years in channel or indirect sales, with strong reseller model experience Proven success driving revenue through reseller channels Experience working within complex channel ecosystems Experience leading teams with quota responsibility Strong enterprise sales, forecasting, and deal execution skills Ability to manage complex, multi-party sales cycles The salary range for this position is: $160,000 - $200,000 Cool Things to Know Not Just Any Company : Alkami has an awesome diverse and inclusive environment. We have a FUN culture and offer great benefits, including remote-first environment, unlimited paid time off, 401(k) with employer match, and more. Work Authorization : We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment. Recruiters : We are not looking for outside recruiting firms to help us in this search. Thank you for understanding. Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington. The Important Stuff Alkami Technology is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Alkami is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Alkami are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Alkami will not tolerate discrimination or harassment based on any of these characteristics. Alkami encourages applicants of all ages. #LI-REMOTE