Channel Sales Manager

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

📋 Description

• Oversee and enhance the channel partner ecosystem throughout the United States and EMEA.

• Foster a cultural and operational transformation from a reactive order-taking approach to a proactive and predictable sales engine.

• Boost channel sales by securing, tracking, and enforcing Committed Annual Recurring Revenue (CARR) goals.

• Formulate joint go-to-market strategies and business plans in collaboration with key partners.

• Mentor partners and internal team members on pipeline generation and cross-selling techniques.

• Provide sales enablement resources, competitive battlecards, and ongoing product training to partners in the US and EMEA.

• Establish forecasting and pipeline management processes while delivering regular updates to executive leadership.

• Identify, recruit, and onboard high-value channel partners in strategic territories across the US and EMEA.

• Manage partner agreements, including commitments to CARR, sales expectations, tiering, and margin structures.

• Lead initiatives that involve multiple functions, including Direct Sales, Marketing, and Customer Success.

• Deliver structured feedback from the channel to product and engineering teams to shape product roadmaps.

⛳️ Requirements

• A minimum of 5-7 years of advancing experience in channel sales, business development, or direct sales management within the B2B SaaS or technology industry.

• Proven experience in managing partner ecosystems in both US and EMEA regions.

• Strong grasp of various market dynamics.

• Demonstrated success in transitioning teams or partners from reactive models to proactive, quota-driven, and CARR-committed frameworks.

• Strong analytical skills to assess channel opportunities, measure ROI, manage intricate revenue forecasts, and perform data-driven business evaluations.

• Exceptional negotiation, presentation, and relationship management capabilities.

• Ability to influence C-level executives at partner organizations and within the company.

• Willingness to travel frequently, up to 40%, across the US and EMEA.

• High aptitude for strategic analysis, complex problem-solving, and conflict resolution.

• Resilience in managing multiple cross-functional priorities, bridging various time zones, and functioning effectively in a fast-paced, high-growth setting.

• Bachelor’s degree preferred, though not mandatory.

• Previous experience in managing a team of internal Channel Sales Managers is preferred.

• Extensive knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn) is preferred.

• Proficiency with modern CRM tools, such as Salesforce, is preferred.

• Experience operating direct and channel sales motions within a single organization is preferred.

🏝️ Benefits

• Variable compensation included in estimated total cash compensation.

• Reasonable accommodations for applicants and employees with disabilities.

• An inclusive and diverse workplace.

• Equal opportunity employment.