Presales Director, Americas — Channel & Partners

About Us:

insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.

Job Description:

Why This Role Exists
Channel presales requires a different kind of leadership. Partners range from small resellers to strategic alliance partners, and the directors who win here build tiered systems that match SE investment to partner opportunity, not one-size-fits-all coverage.
This role leads the Americas channel presales team. You will own a group of solutions engineers supporting a partner ecosystem that spans enterprise software for the Office of the CFO and Office of the CTO, the technical win rate and bookings influence across channel pipeline, and the standards that determine how presales gets done through partners at scale.

What You Will Own
You will be accountable for the technical win rate, deal velocity, and bookings influence of your team across the Americas partner ecosystem. That means designing different operating models for different partner tiers: scalable enablement for resellers, dedicated SE alignment for strategic alliances, and clear escalation paths for when a partner deal needs direct support. You will partner closely with channel sales leadership, alliance managers, product, and customer success. And you will be the person leadership trusts to surface risk in partner pipeline early, with options, before it becomes a forecast surprise.

What You Will Accomplish in Your First Year

• Establish a tiered engagement model that matches SE investment to partner value: scalable enablement for volume resellers, dedicated alignment for strategic alliances, and clear criteria for when to engage directly versus enable self-serve.

• Improve technical win rate and deal velocity across channel-sourced pipeline through disciplined deal review, joint demo quality standards with partners, and earlier risk surfacing on complex co-sell opportunities.

• Partner with the enablement team to build a partner enablement system that scales: demo environments, technical playbooks, and competitive positioning that allow reseller SEs to run qualified demos independently.

• Develop solutions engineers who can operate across the full partner spectrum: from efficient technical validations with resellers to complex co-sell motions with strategic alliance partners.

• Earn the trust of channel sales leadership and alliance managers as a peer who improves their forecast and makes partners more technically capable.

What You Bring

• Eight or more years of presales or technical sales experience, with at least three years leading SE teams. Significant channel or alliance experience is essential. You know the difference between enabling a partner and doing their job for them.

• A track record of building presales capability through partners, not just around them. You can talk about how you scaled technical selling through a partner ecosystem or built enablement that made partners self-sufficient

• Demonstrated judgment in hiring, developing, and managing out solutions engineers against a clear standard. You have built a bench, not just filled seats.

• Fluency with how AI is changing technical selling and a point of view on how SE teams should be using it. You do not need to be an engineer. You do need to be ahead of the average sales leader on this.

• Strong commercial instincts in a channel context. You understand partner economics, co-sell dynamics, and how to read pipeline that flows through partners. You can hold your own in a channel forecast call.

• The ability to operate across a wide range: coaching an SE through a reseller demo on Monday, joining a strategic technical review with an alliance partner on Wednesday, presenting a channel coverage strategy to the executive team on Friday.

• Experience working with or within strategic alliance partner ecosystems. You do not need deep platform expertise, but you need to understand how enterprise software gets sold through alliance and channel partners.

What This Role Is Not
This is not a player-coach role, and it is not a role where your team becomes an outsourced SE function for partners. Your value is in building the systems, enablement, and people that make partners more technically capable. The best leaders here know when to invest SE time directly, when to enable the partner to run it themselves, and when to say no. That judgment is the job.

How We Work
The presales organization runs on sharp standards, disciplined execution, and a deliberate investment in AI fluency. Every SE is equipped with AI tools and expected to use them: to prepare faster, research deeper, and show up to every conversation better than the competition. This is not a team that treats AI as a side project. It is built into how we operate.
We hire people who stretch. The product portfolio is broad, the market moves fast, and the expectation is that everyone on this team is learning continuously, expanding their range, and raising the bar for what good looks like. Directors set that tone. If you want a team that runs on curiosity, accountability, and a relentless drive to improve, this is the environment.

The role is 100% remote, with periodic travel to partner sites, alliance events, team meetings, and company offsites.

Your specific offer within this range will be determined by your skills, experience, and qualifications. For non-sales roles, you may be eligible for a bonus. For sales roles, this range includes a commission target.

We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.

Additional Information

All your information will be kept confidential according to EEO guidelines.

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