Channel Sales Manager

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Take charge of the onboarding experience for newly hired VAR Partner Sales Representatives from the initial kickoff to their first qualified opportunity.

• Conduct structured welcome and orientation calls that introduce Lantronix product lines, value propositions, and the partner selling strategy.

• Create tailored onboarding plans based on individual territory, vertical focus, and prior experience.

• Monitor onboarding milestones and proactively follow up with representatives.

• Instruct representatives on how to identify Lantronix-fit opportunities, position against competitors, and address common objections.

• Provide coaching on qualification fundamentals including use case, application, environment, quantity, timeline, budget, decision-making process, and competition.

• Coordinate access to sales engineering, technical services, demo units, and evaluation samples.

• Organize and follow up on enablement webinars and training sessions.

• Identify early-stage opportunities and assist representatives in registering their first deals.

• Guide representatives through the processes of deal registration, quoting, and navigation of the partner portal.

• Shadow or co-call on initial prospecting activities and offer real-time coaching.

• Elevate qualified opportunities to Regional Sales Managers and maintain engagement until the first deal is closed.

• Acquire a working knowledge of Network Infrastructure, Out-of-Band Management, and Industrial IoT product lines.

• Stay informed about the competitive landscape, pricing dynamics, and common objections; provide feedback to product marketing and sales leadership.

• Document onboarding activities and progress in the VAR Rep Onboarding Tracker and Salesforce.

• Keep accurate partner records, onboard stages, certification statuses, and next steps updated.

• Report onboarding-to-activation metrics in collaboration with the channel team.

⛳️ Requirements

• A Bachelor's degree in Business, Sales, Marketing, Technology, Engineering, or a related field; or equivalent education and relevant experience.

• At least 3+ years of experience in channel sales, partner management, business development, or a similar sales role.

• Preferred experience working with VARs, system integrators, distributors, or channel partner organizations.

• Familiarity with CRM platforms such as Salesforce is preferred.

• Experience in supporting technology, networking, industrial, embedded systems, or IoT-related products is preferred.

• Strong skills in channel sales and partner relationship management.

• Ability to establish and maintain productive business relationships with both internal and external stakeholders.

• Exceptional verbal, written, presentation, and interpersonal communication skills.

• Strong organizational, time management, and prioritization abilities.

• Results-driven approach focused on revenue growth and opportunity development.

• Capability to work independently while effectively collaborating across cross-functional teams.

• Strong problem-solving skills and business development capabilities.

• Ability to manage multiple projects and priorities simultaneously.

• Willingness to travel up to 50% to support partner and customer engagement activities.

• Proficient in utilizing Salesforce CRM or similar customer relationship management platforms.

• Ability to present and communicate technical solutions to both business and technical audiences.

• Understanding of channel sales models, partner ecosystems, and go-to-market strategies.

• Preferred knowledge of networking technologies, remote management solutions, Industrial IoT, or related technologies.

• Ability to analyze sales opportunities, market trends, and partner performance to foster business growth.

• Proficient in Microsoft Office applications and standard business software tools.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive team environment.