IgniteTech Recruitment

Most channel sales organizations are still running on relationship inertia — the same QBR playbook recycled every quarter, gut-feel forecasting dressed up as strategy, and partner tiers that reward tenure instead of performance. We replaced instinct with intelligence: AI-driven pipeline modeling, predictive partner analytics, and automated engagement workflows that actually tell you what's happening before your competitors figure it out. GFI Software delivers award-winning security, network management, and communication solutions — including KerioControl, KerioConnect, GFI LanGuard, and GFI MailEssentials AI — exclusively to SMB customers worldwide through a structured partner channel of more than 6,000 IT resellers and service providers, spanning Bronze, Silver, and Gold tiers across the Americas, EMEA, and APAC. If you are a channel sales executive who has spent years watching legacy orgs resist this shift — and you're ready to own the full global revenue number at a company that already operates this way — this is the role you've been waiting for. This role has predictable, fixed compensation of USD 400,000 per year that isn't dependent on quotas or commissions. It is a fully remote position, with some travel as you define.

What you will be doing

Own the full global revenue number in direct partnership with the CEO and executive team. Set and execute GFI's global sales strategy across every channel, region, and segment — no shared accountability, no diluted ownership.
Lead and scale the channel sales organization. Empower regional VPs, channel account managers, and partners through AI-driven coaching, real-time performance analytics, and data-informed territory planning.
Build and deepen strategic partnerships with top-tier distributors, MSPs, and resellers worldwide. Use AI-powered engagement analytics to predict partner needs, tailor outreach, and drive measurable partner retention improvements.
Drive new logo acquisition and market penetration in underpenetrated regions — EMEA, India, APAC — using data-informed targeting, automated pipeline development, and precise go-to-market sequencing.
Use AI tools daily to review performance, identify patterns, and sharpen the sales motion. Coach the entire org to be AI-native, not AI-curious.

What you will NOT be doing

Navigating bureaucracy. You have full commercial authority and direct executive access. No approval chains. No committees. No waiting.
Managing spreadsheets or making gut-feel calls. Every decision here is backed by data and AI-generated insights. That's the operating model, not an aspiration.
Worrying about commission variability. Fixed, generous compensation — $400,000 USD/year — designed for long-term impact, not quarter-to-quarter anxiety.

Responsibilities

Scale GFI's global partner revenue through strategic alliances, partner retention programs, and disciplined new market entry across EMEA, APAC, and the Americas.
Build an AI-native sales culture across reps, managers, and partner interactions — where predictive modeling, automated workflows, and data-driven coaching are the default, not the exception.
Serve as the commercial face of GFI globally — at partner summits, distributor QBRs, MSP community events, and executive briefings. The partner ecosystem is your domain. Command it.

Requirements

10+ years of channel or enterprise sales leadership experience, including a VP or SVP title at a recognized software, cybersecurity, or IT infrastructure company.
Proven track record owning a global or multi-regional revenue number in B2B software — not contributing to one, owning it.
Deep MSP, VAR, or distribution channel ecosystem experience. You know how Pax8, Ingram Micro, TD SYNNEX, ConnectWise, and their peers actually operate.
Demonstrated ability to design and implement AI-assisted sales workflows — pipeline modeling, partner scoring, engagement automation, performance analytics.
Exceptional executive presence and communication ability. You've keynoted partner summits, presented to boards, and held a room of senior distributors.
Fully remote capable with willingness to travel to strategic partner events, global kickoffs, and key account engagements.
Based in a global location with meaningful overlap with Central Time (US) or EMEA working hours.

Nice to Have

Prior experience at a channel partner — distributor, MSP platform, or reseller ecosystem
Familiarity with our GFI product portfolio: KerioControl, GFI MailEssentials, GFI LanGuard, Kerio Connect.
Experience operating within an IgniteTech or Crossover-affiliated company structure.
Background in non-traditional sales leadership paths — dealmakers, former brokers, operators who built channel orgs from first principles rather than inheriting them.

What you will learn

How an AI-native commercial organization actually runs — not pilots and POCs, but production-grade AI workflows embedded in every sales motion, partner interaction, and forecasting cycle.
Global channel strategy at true scale — operating across MSP ecosystems, distributors, and resellers spanning the Americas, EMEA, India, and APAC simultaneously.
Our operating model — a radically efficient approach to running software companies that strips away bureaucracy and replaces it with data, autonomy, and accountability.
Executive-level exposure — direct partnership with the CEO and visibility into commercial strategy, M&A integration, and portfolio-wide growth initiatives.

About GFI Software

GFI Software is an AI-powered cybersecurity and communications software company delivering must-have protection to SMBs worldwide through an elite partner channel. Trusted by hundreds of thousands of organizations, GFI's products — including KerioControl, GFI MailEssentials, GFI LanGuard, and Kerio Connect — are sold exclusively through MSPs, distributors, and resellers. Backed by IgniteTech, GFI operates with the speed and ambition of a growth company and the stability of a proven enterprise software portfolio.

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