Channel Sales Manager

About the role

You will manage and expand our North American partner ecosystem to drive indirect revenue and market growth. This position involves working with distributors and solution providers to execute business plans and increase partner-led sales.

Key facts

What you'll do

• Manage strategic relationships with distributors, channel partners, and solution providers across North America.
• Create and implement joint business plans to boost pipeline generation and indirect revenue.
• Serve as a primary advisor to partner leadership and maintain high-level executive connections.
• Coordinate with internal Sales, Marketing, Solutions Engineering, and Partner Enablement departments to align market strategies.
• Oversee partner recruitment, onboarding, and training to improve overall productivity.
• Seek out new partnership opportunities to increase our market presence.
• Organize joint sales campaigns, marketing initiatives, and partner events.
• Advocate for partner requirements internally and provide market feedback to influence company priorities.
• Maintain accurate revenue forecasts and meet or exceed assigned sales quotas.

Requirements

• Minimum of 5 years of experience in Alliance Management, Partner Sales, Channel Sales, or indirect sales within the enterprise software or SaaS sector.
• Proven track record of managing strategic partnerships and hitting sales targets.
• Experience generating partner-led pipeline and driving indirect revenue.
• Strong executive presence and the ability to influence internal and external stakeholders.
• Demonstrated ability to create and execute strategic business plans with measurable results.
• Excellent negotiation, communication, and relationship-building abilities.
• Strong project management skills with the capacity to handle multiple priorities.
• Ability to work effectively within a global, matrixed organization.
• Bachelor degree or equivalent professional experience.

Skills & tools

• Channel sales strategy
• Partner enablement
• Pipeline forecasting
• Strategic business planning
• Executive relationship management

Practical notes

• Salary: $182,070 - $224,910 annual base salary plus variable compensation.
• Benefits: Medical, dental, vision, disability, and life insurance. Includes equity, ESPP, flexible PTO, commuter benefits, wellness programs, and parental/adoption leave.
• Location: Must reside in the Eastern Time Zone.