Channel Sales Manager

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

📋 Description

• Manage the complete sales cycle from initial prospecting to final closure for QAD’s ERP software solutions and additional offerings.

• This role encompasses recruiting, developing, strategizing, and co-selling with Partners to enhance regional growth.

• Independently drive initial client engagement by leading first prospect meetings, identifying pain points, and establishing solid business cases.

• Target and pursue new customers as well as new leads within existing active customers to increase market share.

• Assess opportunities based on commercial fit from the outset (e.g., Ideal Customer Profile).

• Request necessary resources post-commercial qualifications, adhering to standardized procedures (e.g., complete templated SE request form for approval by SSEM/deal team).

• Create and sustain account plans for Tiered accounts, which include strategic objectives, pipeline/whitespace analysis, persona mapping, and action plans.

• Collaborate with CSM on account strategies through regular touchpoints (e.g., monthly joint account planning for Tier 1 accounts).

• Oversee commercial engagement for complex renewals (e.g., multi-year, multi-region, and strategic at-risk accounts).

• Cultivate and manage relationships with executive sponsors and key stakeholders.

• Ensure pipeline health, forecasting accuracy, and deal hygiene within the CRM.

• Actively document sales success stories (e.g., victories, competitive takeouts, migration deals) and contribute insights into pitches and business value narratives for marketing/enablement.

• Manage the internal cadence and governance of the "pod" structure (e.g., with CSM, SSEM, Services PM) to ensure timely and consistent transitions throughout the customer journey.

⛳️ Requirements

• A minimum of 5-8 years of demonstrated sales performance in the ERP or broader software solutions industry.

• At least 5 years of experience in enterprise-class direct license/subscription sales, including a minimum of 3 years in field-level enterprise software sales.

• At least 3 years of successful experience as a direct contributor with an individual quota.

• A minimum of 3 years of Channel/Partner sales experience, with a preference for existing Partner networks to activate and scale.

• Must possess the ability to understand, leverage, and sell AI-based solutions.

• Proven track record of meeting and exceeding quarterly and annual quota targets.

• Strong understanding of manufacturing business processes and the competitive landscape of ERP.

• Excellent communication skills: writing, editing, and presenting are essential.

• Capability to sell solutions based on value and business outcomes, rather than just product features.

• Bachelor’s degree in Business, Marketing, or a related field is preferred.

• Willingness to travel up to 50% as required for global opportunities.

🏝️ Benefits

• Your health and well-being are a priority at QAD. We offer programs designed to help you maintain a healthy work-life balance.

• An opportunity to join a growing business that is entering its next phase of expansion and transformation.

• A collaborative culture composed of intelligent and dedicated individuals who support each other in achieving results.

• An environment rich in growth and opportunity, where sharing ideas is always valued over rank or hierarchy.