Director of Channel Sales Jobs
Director of Channel Sales jobs are open across technology, software, telecommunications, and manufacturing, covering specializations in partner development, channel program management, and reseller strategy, at every level from regional manager to VP. See the openings below and apply to the ones that match your experience.
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Job Description Summary:
At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, done sustainably for a better shared future. Working here is more than working for the global beverage leader; it’s an opportunity to be a part of something that can positively impact the world. Our North America Operating Unit (NAOU) Advanced Hydration division is a dynamic, fast‑paced business unit at The Coca‑Cola Company where teams come together to lead what’s next in hydration. With a portfolio that includes BODYARMOR Sports Drink, Powerade, vitamin water, and smart water, the group is driven by an entrepreneurial spirit, strong collaboration, and shared ambition. This is a place for people who think differently, move with agility, challenge the status quo, and thrive in an ever‑changing category. Joining the team means helping shape the future of hydration alongside passionate, collaborative teams committed to winning.
The Advanced Hydration Division is looking for a Director, Category Strategy & Insights – Grocery Channel to join our team.
This role is integral to our organization, directly managing our grocery channel business. As a Category Insights subject matter expert, this individual leverages our various knowledge sources and systems to provide robust and fact-based insights that influence decision making with our largest national retail customers. You will be expected to be a strategic partner to the sales team, to our retailer partners, and to key internal stakeholders, as well as be a leader & coach to your direct reports.
The role is located in Atlanta, Georgia at TCCC headquarters and will report to the Senior Director, Category Strategic & Insights, Advanced Hydration.
RESPONSIBILITIES:
Strategic Partnership and Leadership
- Strategic participant and major player in national account annual line reviews and Top to Top objective setting, meeting preparation, deck development and in-person meeting participation. Provide fact-based thought leadership to influence strategic and tactical decisions for customer planning and execution.
- As part of national account meeting preparation, find compelling fact-based insights to support a story line culminating in recommendations that highlight benefits for the retailer and shopper while supporting TCCC Advanced Hydration’s corporate objectives.
- This position plays a critical role during key national account meetings not only as the primary presenter, but to bring a category first mentality and make recommendations based on best practices from similar customers on how TCCC helped retailers achieve their goals.
Category Analytics
- Proactively & consistently analyze data to identify business opportunities & challenges to support our customer teams.
- Dive into the data and provide actionable insights back to the customer that drive Category growth and support key Advanced Hydration initiatives.
- Demonstrate thought leadership and enterprise mindset by providing insights & recommendations to key internal stakeholders to help drive visibility to trends and ultimately impact wider business decisions.
Team Leadership & Relationship Management
- Oversee your team that supports their customers and account leads. Provide leadership and direction to ensure company strategy and plan are executed.
- Get the most of your team by educating, training and pushing individuals to strive for the highest work quality and expand skillsets to maximize team’s positive influence on the business and build bench strength with future company leaders.
- Serve as a key contact for your customer's merchants, understanding their needs, both tactical and strategic, to deliver tailored and custom solutions and strategies.
- Build strong connections within the greater Coca-Cola Publix & Albertsons teams.
- Act as brand champion for Coca-Cola by defining and driving overall brand objectives through the practice of category management techniques, delivering comprehensive category programs internally and across retail partners to drive product and brand initiatives.
- Build strong team-oriented relationships with other key internal business units and/or global partners that result in new business and/or cross-category opportunities. Collaborate with cross-functional departments (Channel Strategy, Marketing, RGM, etc.) on projects focused on becoming our customers’ most valued supplier.
REQUIREMENTS :
- Bachelor’s degree required; Preferred: MBA or other graduate degree preferred
- 7 years+ CPG experience in sales, marketing, category management, or shopper insights & strategy required
- High level of experience & proficiency with syndicated data providers (Nielsen, Circana), Panel tools (e.g. NIQ Omnipanel, Numerator), and customer specific data sources (Scintilla, Retail Link, etc.).
- High technical skill and aptitude with modular/planogram drawing process tools (e.g. JDA, Shelf IQ) preferred.
- Residence within the Atlanta, GA area (50 miles) required
- Strong analytical and problem-solving skills with the ability to interpret complex data and translate it into actional insights.
- Strong story-telling capabilities required
- Demonstrated capacity for big picture, strategic thinking, creative thinking and attention to detail.
- Demonstrated reputation for customer engagement with ability to positively drive business results.
- Strong knowledge of category management principles and analytic techniques.
- Travel 20% required
Skills:
Actionable Insights, Analytics, Channels Strategy, Conversion Rate, Customer Data, Customer Insights, Data Analysis, Key Performance Indicators (KPI), Leadership, Microsoft Office, Sales Channel Development, Storytelling, Strategy DevelopmentPay Range:
United States: 155,000 - 173,000 USD
Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Annual Incentive Reference Value Percentage:
30Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
Location(s):
United States of AmericaCity/Cities:
AtlantaTravel Required:
00% - 25%Relocation Provided:
NoJob Posting End Date:
November 26, 2026Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.Job Description Summary:
At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, done sustainably for a better shared future. Working here is more than working for the global beverage leader; it’s an opportunity to be a part of something that can positively impact the world. Our North America Operating Unit (NAOU) Advanced Hydration division is a dynamic, fast‑paced business unit at The Coca‑Cola Company where teams come together to lead what’s next in hydration. With a portfolio that includes BODYARMOR Sports Drink, Powerade, vitamin water, and smart water, the group is driven by an entrepreneurial spirit, strong collaboration, and shared ambition. This is a place for people who think differently, move with agility, challenge the status quo, and thrive in an ever‑changing category. Joining the team means helping shape the future of hydration alongside passionate, collaborative teams committed to winning.
The Advanced Hydration Division is looking for a Director, Category Strategy & Insights – Grocery Channel to join our team.
This role is integral to our organization, directly managing our grocery channel business. As a Category Insights subject matter expert, this individual leverages our various knowledge sources and systems to provide robust and fact-based insights that influence decision making with our largest national retail customers. You will be expected to be a strategic partner to the sales team, to our retailer partners, and to key internal stakeholders, as well as be a leader & coach to your direct reports.
The role is located in Atlanta, Georgia at TCCC headquarters and will report to the Senior Director, Category Strategic & Insights, Advanced Hydration.
RESPONSIBILITIES:
Strategic Partnership and Leadership
- Strategic participant and major player in national account annual line reviews and Top to Top objective setting, meeting preparation, deck development and in-person meeting participation. Provide fact-based thought leadership to influence strategic and tactical decisions for customer planning and execution.
- As part of national account meeting preparation, find compelling fact-based insights to support a story line culminating in recommendations that highlight benefits for the retailer and shopper while supporting TCCC Advanced Hydration’s corporate objectives.
- This position plays a critical role during key national account meetings not only as the primary presenter, but to bring a category first mentality and make recommendations based on best practices from similar customers on how TCCC helped retailers achieve their goals.
Category Analytics
- Proactively & consistently analyze data to identify business opportunities & challenges to support our customer teams.
- Dive into the data and provide actionable insights back to the customer that drive Category growth and support key Advanced Hydration initiatives.
- Demonstrate thought leadership and enterprise mindset by providing insights & recommendations to key internal stakeholders to help drive visibility to trends and ultimately impact wider business decisions.
Team Leadership & Relationship Management
- Oversee your team that supports their customers and account leads. Provide leadership and direction to ensure company strategy and plan are executed.
- Get the most of your team by educating, training and pushing individuals to strive for the highest work quality and expand skillsets to maximize team’s positive influence on the business and build bench strength with future company leaders.
- Serve as a key contact for your customer's merchants, understanding their needs, both tactical and strategic, to deliver tailored and custom solutions and strategies.
- Build strong connections within the greater Coca-Cola Publix & Albertsons teams.
- Act as brand champion for Coca-Cola by defining and driving overall brand objectives through the practice of category management techniques, delivering comprehensive category programs internally and across retail partners to drive product and brand initiatives.
- Build strong team-oriented relationships with other key internal business units and/or global partners that result in new business and/or cross-category opportunities. Collaborate with cross-functional departments (Channel Strategy, Marketing, RGM, etc.) on projects focused on becoming our customers’ most valued supplier.
REQUIREMENTS :
- Bachelor’s degree required; Preferred: MBA or other graduate degree preferred
- 7 years+ CPG experience in sales, marketing, category management, or shopper insights & strategy required
- High level of experience & proficiency with syndicated data providers (Nielsen, Circana), Panel tools (e.g. NIQ Omnipanel, Numerator), and customer specific data sources (Scintilla, Retail Link, etc.).
- High technical skill and aptitude with modular/planogram drawing process tools (e.g. JDA, Shelf IQ) preferred.
- Residence within the Atlanta, GA area (50 miles) required
- Strong analytical and problem-solving skills with the ability to interpret complex data and translate it into actional insights.
- Strong story-telling capabilities required
- Demonstrated capacity for big picture, strategic thinking, creative thinking and attention to detail.
- Demonstrated reputation for customer engagement with ability to positively drive business results.
- Strong knowledge of category management principles and analytic techniques.
- Travel 20% required
Skills:
Actionable Insights, Analytics, Channels Strategy, Conversion Rate, Customer Data, Customer Insights, Data Analysis, Key Performance Indicators (KPI), Leadership, Microsoft Office, Sales Channel Development, Storytelling, Strategy DevelopmentPay Range:
United States: 155,000 - 173,000 USD
Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Annual Incentive Reference Value Percentage:
30Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
Location(s):
United States of AmericaCity/Cities:
AtlantaTravel Required:
00% - 25%Relocation Provided:
NoJob Posting End Date:
November 26, 2026Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.Director of Channel Sales Jobs by Experience Level
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Find JobsDirector of Channel Sales Job Market
Who's Hiring
Top Industries Hiring
- Technology & Software
- Insurance
- Food & Beverage
- Electronics & Hardware
- Banking & Financial Services
What Employers Look For
The qualifications that appear most often in director of channel sales jobs.
- 7 or more years of channel sales or partner management experience in a technology or software company
- Proven ability to recruit, enable, and grow reseller, VAR, or MSP partner ecosystems
- Experience building and managing channel program frameworks including tiering, incentives, and MDF
- Strong cross-functional collaboration skills with direct sales, marketing, and product teams
- Proficiency with CRM platforms and partner relationship management tools
- Bachelor's degree in business, marketing, or a related field
Tips for Your Director of Channel Sales Job Search
Quantify partner revenue in your resume
Hiring managers for director of channel sales roles want to see numbers tied to partner-sourced revenue, not just duties. Replace vague phrases with figures like channel contribution to bookings, partner count growth, and year-over-year indirect revenue you influenced.
Apply early to roles that fit
Migrate Mate lists director of channel sales openings from across the United States in one place, so you can find roles that match and apply directly to each listing.
Target companies by channel model
Job postings for this role vary widely depending on whether the company sells through VARs, MSPs, distributors, or technology alliance partners. Filter openings by the channel model you know best so your experience maps directly to what the employer is building.
Prepare a channel program case study
Interviewers at the director level routinely ask you to walk through a channel program you built or reformed. Have one concrete example ready that covers how you recruited partners, structured incentives, and measured success, without relying on a slide deck.
Negotiate on-target earnings structure carefully
Director of channel sales compensation typically splits between base and variable tied to partner-sourced revenue. Before accepting an offer, clarify how channel bookings are credited, whether house accounts exclude your territory, and how co-sell deals are split with direct reps.
Follow up after interviews with deal examples
After a panel interview, send a brief follow-up that references a specific channel scenario discussed and adds one detail you did not fully cover in the room. This keeps you top of mind and reinforces your operational depth.
Director of Channel Sales Jobs: Frequently Asked Questions
Which companies are hiring the most director of channel saless?
The companies hiring the most director of channel saless right now include Rippling, Tyler Technologies, and Cyera, with the largest share of openings in New York, California, and Georgia, based on current listings on Migrate Mate as of November 2026. Technology and software companies account for the largest share of active postings at this level.
How many director of channel sales jobs are remote?
About 85% of director of channel sales openings are fully remote or hybrid as of November 2026, reflecting how much of this role depends on virtual partner engagement rather than a fixed office. Partner enablement, program management, and channel marketing alignment functions tend to have the highest remote availability compared to field-intensive territory roles.
How do you become a director of channel sales?
Most directors of channel sales move up through individual contributor partner management or channel account executive roles, building a record of recruiting and growing partner relationships over several years. From there, a step into a channel manager role overseeing a small team or region typically precedes the director title. Demonstrating ownership of partner-sourced revenue, program design, and cross-functional leadership is what separates candidates who advance from those who stall at the manager level.
Can you get a director of channel sales job with limited experience?
Getting hired as a director of channel sales with limited experience is difficult because most employers expect candidates who have already owned a partner portfolio and managed indirect revenue at a meaningful scale. The most practical path is to move into a senior channel account manager or channel manager role first, build a concrete record of partner growth and program contribution, and then position for director-level openings once you have team or program leadership on your resume.
What does the director of channel sales interview process look like?
The director of channel sales interview process typically starts with a recruiter screen, followed by a hiring manager conversation focused on your channel model experience and philosophy. Later rounds usually include a panel with sales leadership, marketing, and sometimes finance, where you may be asked to present a channel strategy or walk through a past program you owned. References from channel partners or cross-functional peers are commonly requested before an offer is extended.
Where can I find and apply to director of channel sales jobs?
You can find and apply to director of channel sales jobs on Migrate Mate, which lists current openings from across the United States. Search for roles that match your channel experience and the partner model you know best, then apply directly to each listing that fits.
See All 71 Director of Channel Sales Jobs
Find roles that match your experience and apply in just a few clicks.
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