VP, Channel Sales

Company Overview

Job Overview

Overview

At Intuit, our mission is powering prosperity around the world. We build intuitive web, mobile, and cloud solutions that generate more money, more time, and more confidence for 46+ million people. Leveraging big data insights, machine learning, and powerful automation, we help consumers, small business owners, and Mid-Market businesses achieve their dreams of prosperity.

We're seeking a transformational leader to build and lead our newly formed Channel Sales Organization. This leader will architect the strategy to move our established SMB partner programs up-market to serve more complex, larger firms. This is a "build from scratch" opportunity where you will establish the foundational programs, partner portals, and Value-Added Reseller (VAR) motions required to disrupt the Mid-Market landscape.

You will be responsible for driving customer growth and adoption through our vital accountant channel partners - especially developing a robust large firm channel targeted at the mid-market, and will be responsible for developing new routes to market to serve the mid-market segment, including value added resellers (VARs), private equity (PE) firms, and franchisees.

This role will lead developing a channel plan that drives Intuit growth through indirect channels. Some channels are more mature (Accountant for SMB ecosystem) while others are nascent (VAR/Large Firms for mid-market).

Responsibilities

• Architect the Mid-Market Channel Strategy: Reassess current SMB-focused referral and resale programs and design a robust GTM framework to win with Mid-Market customers.
• Build the VAR Ecosystem: Rapidly spin up a Mid-Market VAR organization, selecting and onboarding the right partners to scale foundational programs quickly.
• Accountant Channel Transformation: Leverage our established accountant relationships to drive adoption of the Intuit Enterprise Suite (IES).
• Drive Breakthrough Growth IES Alignment: Ensure IES is perfectly aligned with large accounting firms and VAR channels to capture the targets
• Ecosystem Orchestration: Partner across internal indirect teams (SMB, MM, and Accountant sales) to maximize impact and ensure a unified customer journey.
• New Channel Exploration: Identify and tap into high-potential, untapped channels, including Franchises and Private Equity (PE) networks.
• Setting the vision and strategy for strengthening our channel sales, specifically for the mid-market, including our existing Accountant and PTG sales teams (with a focus on larger firms) and newly created routes to market function, which includes VARs, PE firms and franchisees.
• Leading a team of >100 employees that consistently meets and exceeds revenue goals
• Developing channel sales motions that increase penetration rates across the Intuit customer base and more importantly, NTTF customers
• Accelerating revenue and ROI through the scalable delivery of the GTM channel strategy

Qualifications

• Channel Mastery: 10+ years of senior leadership experience in SaaS/Enterprise sales, specifically building and evolving channel programs (VAR, Reseller, Referral) in a B2B environment.
• Proven Scale: Track record of driving significant year-over-year revenue growth through partners in the Mid-Market or Enterprise space.
• SaaS/Fintech Domain Expertise: Deep understanding of fintech trends, pricing models, and consultative enterprise sales methodologies.
• The "Architect" Mindset: Proven ability to build new organizational structures and GTM motions from the ground up in nascent or rapidly evolving markets.
• Influencing & Collaboration: Exceptional ability to work in a highly matrixed organization, influencing senior leadership and cross-functional partners in Product, Marketing, and Customer Success.
• Data-Driven Leadership: Strong analytical skills to interpret complex datasets, pipeline data, and forecast ROI to drive strategic decisions.
• Talent Steward: A history of attracting and developing high-performing, diverse sales and channel management teams

Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit®: Careers | Benefits). Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender. The expected base pay range for this position is: