Channel Sales Manager

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

📋 Description

• Design and implement impactful sales strategies to enhance revenue growth and achieve or surpass targets.

• Attract, onboard, and cultivate a high-achieving sales team while promoting a collaborative, supportive, and successful culture.

• Motivate and inspire your direct reports through coaching, hands-on support, and continuous feedback.

• Engage actively in opportunity management, utilizing the effective MEDDPICC sales methodology and assisting representatives in navigating complex deals.

• Establish and nurture strong relationships with prospects and existing partners.

• Work collaboratively across departments, including marketing, customer success, product, presales engineering, technical account management, and operations to enhance sales efficiency and expedite growth.

• Continuously enhance the sales process to boost effectiveness, reduce cycles, and support scalable growth.

• Stay updated on industry trends, FinOps best practices, and emerging technologies to steer team development.

• Monitor and evaluate sales performance, pipeline health, and key performance indicators, taking corrective actions as necessary.

• Ensure that all client details, along with related pipeline and sales cycle information, are documented and managed promptly in CRM (Salesforce).

• Ensure the appropriate distribution of sales quotas and communicate the compensation plan effectively to your direct reports.

• Create and promote a collaborative working atmosphere that fosters creativity and success within your team, along with your peers and direct manager.

⛳️ Requirements

• Proven leader in Enterprise software / SaaS / Cloud channel sales with a history of successful quota achievement and revenue growth.

• Ideally, possess substantial experience in FinOps, Software Asset Management, and Software Lifecycle Management.

• Required experience in directly managing a sales team.

• Experience leading teams focused on AWS, Azure, and Google Cloud, with a strong understanding of their partner ecosystems.

• A “hands-on deals” leadership approach rather than solely management—someone who leads by example, inspires others, and uplifts the team.

• Familiarity with Salesforce.com and the capability to work effectively within the platform is essential.

• Proficient in recruiting, training, and developing sales talent, capable of coaching on methodology, process, and deal execution.

• A strong communicator who can effectively use analogies, narratives, and relatable examples to inspire confidence and connection.

• Outgoing, confident, and a positive culture influencer who contributes to a fun, high-performance environment.

• Self-aware, coachable, and receptive to feedback with a growth mindset.

• Solid industry knowledge with the ability to engage credibly with technical buyers.

• Proficient at building and leveraging a professional network to create opportunities and partnerships.

• Comfortable working in a fast-paced, transformative environment with a focus on action and accountability.

🏝️ Benefits

• Medical, Dental, Vision Insurance.

• 401k with Matching Contributions.

• Short-Term/Long-Term Disability Insurance.

• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options.

• Paid Time Off (including sick, holiday, vacation, etc.).

• Tuition Reimbursement.

• Growth Opportunities.

• And more!