Channel Manager - International Reseller Partners

Petah Tikva, Israel - Commercial - Full-time - Intermediate

The Company

Glassbox's mission is to empower enterprises to shape trusted, frictionless digital experiences.

Glassbox is a leading force in shaping digital experiences. It helps organizations uncover digital issues, boost conversion rates, enhance accessibility, prevent fraud, and more. Leveraging AI-driven customer intelligence, Glassbox enables enterprises to deliver secure, proactive, and preventative digital experiences. Its solutions are trusted by highly regulated organizations, including SoFi, Cal, and many others. We are growing and have been recognized by G2 as one of 2024's Top 50 Software Companies in the world.

The Opportunity

We are looking for a strategic Channel Manager to own and scale our international reseller relationships.
Based in Israel, you will serve as the primary commercial and operational bridge between Glassbox and
our key partners in Israel, and extending across our EMEA reseller portfolio. This is a high-impact role for
someone who thrives at the intersection of strategic partner development and hands-on deal
orchestration.

Our partner ecosystem is central to our growth strategy. We believe that local resellers and systems
integrators provide the critical reach, domain expertise, and customer trust necessary to scale. As we
continue to expand, we are looking for leaders who can bridge the gap between our innovative
technology and our partners' deep market presence.

What You Will Do?

Partner Revenue & Pipeline Ownership: Own a partner-sourced ARR quota and manage pipeline
generation targets. You will build and execute joint business plans, including revenue targets and QBR
cadences, while co-selling with partner teams into enterprise FSI accounts.
Strategic Anchor Management: Serve as the primary relationship owner for Ness Technologies in
Israel. You’ll manage the partnership end-to-end, aligning sales leadership on Glassbox’s ICP,
coordinating enablement sessions, and monitoring pipeline health and deal velocity.
Partner Enablement & GTM: Design and deliver onboarding programs to accelerate deal cycles. You’ll
develop partner-facing sales playbooks and ROI tools, while collaborating with Marketing to create co-
branded campaigns and webinars that ensure partners are experts on the Glassbox platform.
Ecosystem Expansion: Proactively identify, recruit, and onboard new reseller partners across EMEA,
LATAM, and APAC. You will evaluate potential partners based on their FSI customer base and DXI
expertise, negotiating reseller agreements and margin structures.
Cross-Functional Collaboration: Work closely with Glassbox AEs, AMs, and SEs on co-sell motions to
ensure seamless execution. You will provide critical partner feedback to the Product team regarding
market needs and report regularly on pipeline health to the VP of Strategic Partnerships.

What You Will Need?

5-8+ years of experience in Channel or Partner Sales within the enterprise B2B SaaS space, with a
proven track record of exceeding partner-sourced revenue targets.
Deep expertise in indirect sales motions, including deal registration, margin management, partner
tiering, and co-sell strategies.
Strong background in the FSI vertical, with experience selling into or through partners to banking,
insurance, and wealth management institutions.ֿ
Experience managing reseller or SI partnerships specifically within the Israeli and/or EMEA tech
ecosystems.
Exceptional communication skills with fluency in both Hebrew and English (written and verbal).
Strategic thinker with the ability to build comprehensive joint business plans and manage complex
partner portfolios.
Proficiency with CRM and PRM tools (Salesforce preferred) and a disciplined approach to pipeline
management.
Adaptability to thrive in a fast-paced, global environment with distributed teams across multiple time
zones.

Preferred:

Prior experience working with Ness Technologies or deep familiarity with the Israeli IT services
landscape.
Background in Digital Experience (DX), session replay, or digital optimization categories.
Experience with cloud marketplace co-sell programs (AWS, Azure, GCP).
A track record of recruiting and onboarding new channel partners from scratch in LATAM or
APAC.

Why Glassbox

Market leader in DXI serving the world’s largest financial institutions.
Headquartered in Israel with a strong, collaborative R&D culture.
High-impact role with direct visibility to CRO and CEO.
Competitive compensation: base salary + variable tied to partner-sourced ARR.
Opportunity to shape and scale a partner channel that is core to Glassbox’s next growth
chapter.
Hybrid work model with flexibility around Israel office attendance.

At Glassbox, we value curiosity, ownership, and a constant drive to learn and improve, no matter the gender, nationality, religion, or background. We believe diverse perspectives make us better, and that potential matters just as much as experience, and encourage people of all shapes and sizes to apply.
If this role excites you and you're motivated to make an impact - we'd love to hear from you, even if you don't meet every listed qualification.