Company overview:
TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.
Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
OverviewThe VP of Global Alliances & Channel Sales will lead TraceLink’s global transition from a predominantly direct-sales model to a partner-driven go-to-market strategy within the supply chain software industry. This executive leader will develop and execute a scalable, repeatable global channel and alliances strategy—establishing and managing strategic partnerships, channel programs, and alliances to accelerate market penetration, revenue growth, and customer impact.
This role is essential in shaping how TraceLink engages with system integrators, value-added resellers (VARs), consulting partners, solution development, application development and technology alliances, especially as our platform and the digital supply chain landscape continue to evolve.
Key Responsibilities:Channel Strategy & Execution
Develop and execute a multi-year roadmap to transition the business from 80:20 by majority of business driven by partners building a partner-first culture.
Create and operationalize global channel and alliance programs that align with strategic objectives, target markets, and product offerings.
Design partner segmentation strategies (e.g., global SIs, regional resellers, OEM partners, referral partners) to maximize coverage and specialization.
Partner Enablement & Revenue Growth
Empower partners to deliver full lifecycle support—prospecting, solution demos, Proof-of-Value (PoV), closing, and post-sale support.
Build comprehensive partner business plans with measurable KPIs and joint accountability for pipeline generation and revenue growth.
Lead and support Channel Account Executives (CAEs) to execute partner relationships, co-sell motions, and channel conflict resolution.
Cross-functional Leadership
Partner closely with internal stakeholders in Sales, Product, Marketing, Legal, and Customer Success to ensure alignment across all channel touchpoints.
Drive operational readiness and tools (e.g., partner portals, enablement content, incentives, Salesforce integrations) to support partner scalability.
Influence internal processes and commercial policies to support a successful indirect sales motion.
Alliance Development
Identify and pursue strategic alliance opportunities that align with company priorities (e.g., global supply chain consultants, technology partners).
Structure joint go-to-market campaigns and solution integrations with key alliance partners.
Represent TraceLink at partner and industry events to elevate ecosystem visibility.
Leadership & Reporting
Lead and grow a high-performing team of CAEs and partner operations professionals.
Set quarterly and annual goals in alignment with corporate objectives.
Provide regular reporting on partner performance, pipeline, and partner-influenced revenue to executive leadership.
15+ years of experience in software sales and channel management, ideally within supply chain, life sciences, or enterprise SaaS markets.
Demonstrated success building and scaling partner ecosystems, transitioning from direct-led to partner-led sales models.
Strong executive presence and ability to develop and manage C-level relationships with strategic partners.
Experience leading complex, cross-functional go-to-market transformations.
Deep knowledge of Salesforce CRM and partner lifecycle management tools.
Excellent organizational, strategic planning, and analytical skills.
Ability to thrive in a matrixed, high-growth environment.
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