Channel Sales and Partnerships Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Implement the defined channel sales and partnership strategy to drive revenue growth, enhance market penetration, and facilitate partner-led expansion.

• Discover, assess, and pursue new opportunities in channels, resellers, integrators, and strategic partnerships that align with Semios’ commercial objectives.

• Cultivate and enhance relationships with both new and existing channel partners, including agricultural retail partners, integrators, and other key market players.

• Oversee the channel sales pipeline from the stages of prospecting and qualification through to proposal creation, commercial negotiation, and support for contract finalization.

• Lead commercial negotiations and discussions regarding partnership terms in collaboration with Sales Leadership, Finance, and Legal teams.

• Create business plans tailored to partners, conduct opportunity assessments, and develop activation plans to promote channel growth.

• Collaborate with Sales to identify new business prospects, expansion opportunities, and upsell initiatives supported by channel relationships.

• Monitor partner engagement, pipeline activities, revenue contributions, and other key performance indicators.

• Share insights related to the market, partners, and customers with Sales, Product, Marketing, Operations, and leadership to enhance commercial execution.

• Professionally represent Semios in interactions with partners, customers, and industry contacts.

⛳️ Requirements

• Bachelor’s degree in business, marketing, agriculture, or a related field, or equivalent experience.

• Over 8 years of experience in channel sales, business development, partnership management, account management, or similar commercial roles.

• Preferred experience in agriculture, ag technology, ag retail, SaaS, IoT, precision agriculture, or related sectors.

• Proven experience in managing external commercial relationships and contributing to revenue growth.

• Expertise in leading commercial discussions, formulating proposals, and aiding in contract negotiations.

• Valid driver's license and the ability to travel regularly within the designated region.

• Strong understanding of channel sales, partner development, commercial relationship management, and revenue pipeline oversight.

• Demonstrated ability to cultivate and manage strategic partner relationships that foster profitable revenue growth.

• Excellent negotiation, presentation, and business case development skills.

• Capable of managing a sales pipeline, tracking partner opportunities, and reporting on progress towards revenue-related objectives.

• Familiarity with SaaS, software integrations, API functionality, or technology-enabled solutions.

• Strong business acumen with the capacity to comprehend partner needs, customer value drivers, and commercial trade-offs.

• Exceptional verbal and written communication abilities, with the skill to engage internal and external stakeholders at various levels.

• Analytical mindset with the capability to leverage data, partner feedback, and market insights for informed decision-making.

• Strong organizational, problem-solving, and follow-through abilities.

• Ability to work independently in a dynamic, deadline-oriented environment.

• Competence in collaborating effectively across Sales, Product, Operations, Finance, Legal, and Marketing teams.

🏝️ Benefits

• Purposeful Work: Contribute to a global impact by promoting sustainable food production.

• Our People: Join a fun, collaborative, and supportive team.

• Recharge: Enjoy a generous vacation policy and a year-end winter break.

• Work Flexibility: Take advantage of a hybrid office environment or fully remote work options (depending on the role).

• Wellbeing: Access comprehensive health plans and enroll in our 401(K) plan.