Channel Sales Manager

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

📋 Description

• Recruit, onboard, empower, and nurture partners in alignment with Origina’s growth strategy.

• Identify high-potential partners and foster relationships across sales, account management, services, and leadership teams.

• Develop partner business plans with clear objectives, actions, and expected revenue outcomes.

• Create commercially viable opportunities that deliver value and profitability for both Origina and its partners.

• Enhance engagement with transactional and volume-oriented partners.

• Identify target accounts, map relationships, and discover opportunities with partners.

• Equip partner sales teams to recognize how Origina can address customer challenges and create value.

• Drive joint account planning, campaigns, lead generation, and activities to build the pipeline.

• Develop innovative strategies to integrate Origina into customer discussions.

• Advance opportunities from partner introductions through qualification and into the Origina sales process.

• Collaborate with Origina’s enterprise sales team to advance and close opportunities sourced through partners.

• Maintain visibility into the partner pipeline, activity, and performance metrics.

• Cultivate partner understanding and advocacy for Origina’s enterprise software support approach.

• Deliver enablement initiatives that equip partner sellers with the knowledge, confidence, and tools to market Origina effectively.

• Work collaboratively with Sales, Marketing, Events, and other teams on joint go-to-market strategies.

• Manage the Northeast and Midwest U.S. territory and partner portfolio with full autonomy and accountability.

• Test new approaches, learn from outcomes, and continually enhance partner engagement and sales strategies.

• Balance strategic partner development with activities required to generate pipeline and revenue.

• Represent Origina with credibility, enthusiasm, and a robust commercial mindset.

⛳️ Requirements

• Proven experience in channel sales, partner development, or direct enterprise sales, with a solid record of meeting targets.

• Experience in recruiting, developing, and activating technology or services partners.

• Background in working with partners selling to Fortune 500 and Global 1000 companies.

• Strong commercial instincts with the ability to generate and advance a qualified sales pipeline.

• Understanding of commercial contracts, statements of work (SOWs), and partner-led deal economics.

• Appreciation for partner profitability and the ability to create mutually beneficial commercial opportunities.

• Entrepreneurial and self-motivated mindset with confidence to operate independently.

• Willingness to experiment, adapt, and develop new methods in the absence of a predefined playbook.

• Energy and drive to cultivate a territory and create momentum.

• Ability to influence partner sellers, account teams, and leadership without formal authority.

• Strong skills in communication, presentation, writing, organization, and accountability.

• Collaborative attitude, curiosity, and a proactive approach.

• Residing in the Northeast or Midwest U.S.

• Experience in developing partner onboarding and enablement programs is preferred.

• Experience in a start-up, scale-up, or rapidly growing technology environment is advantageous.

• Background in selling technology services or enterprise software is a plus.

• Knowledge of IBM, HCL, VMware, or the broader enterprise software ecosystem is a benefit.

🏝️ Benefits

• Equal opportunity employment and a strong commitment to workplace inclusion.

• High-performance values: Fairness, Trust, Relationships, and Opportunities.

• Significant autonomy and accountability in managing the territory and partner portfolio.