Channel Sales Territory Manager

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

📋 Description

• Take ownership and enhance ButterflyMX’s relationships with integrators and reseller partners across all tiers on the West Coast.

• Lead the onboarding of partners, manage deal registrations, provide co-selling support, and conduct quarterly business reviews.

• Execute strategies for whale hunting, activate tier progression, and develop commercial verticals.

• Identify, target, and secure partnerships with key integrators using insights from project intelligence, installation history, and competitive displacement opportunities.

• Prioritize margin and recurring revenue economics in all initiatives.

• Collaborate with Gold and Silver partners to create joint business plans.

• Conduct quarterly QBRs that encompass unit economics, software margin trends, and pipeline status.

• Work alongside internal Account Executives on co-selling activities and ensure adherence to deal registration protocols.

• Maintain strict attribution discipline, manage partner records, pipeline, and forecasts in Salesforce.

• Travel to partner offices, job sites, regional trade shows, and industry events as required.

• Provide weekly pipeline updates and quarterly territory scorecards to the Director of Channel Sales.

⛳️ Requirements

• A minimum of 3 years in a quota-carrying channel sales, partner management, or business development position.

• Preferred experience in security, access control, video surveillance, low-voltage, or IT VAR sectors.

• Proven ability to build and cultivate partner relationships from Bronze through strategic tiers.

• Comfort engaging with all organizational levels of a partner, from owner to installation technician to CFO.

• Proficient in Salesforce, Excel, and standard business software applications.

• Capability to work autonomously, prioritize multiple demands, and meet quarterly objectives.

• Excellent written and verbal communication skills.

• Established integrator relationships within the West Coast region.

• A consultative, relationship-driven sales approach and comfort with multi-quarter partner development cycles.

• Strong CRM discipline, fluency in Salesforce, rigorous attribution practices, and clean pipeline management.

• Experience in commercial verticals related to smaller offices, retail, mixed-use, or boutique hospitality projects.

• Willingness to travel approximately 50% of the time within the territory.

• Authorization to work in the United States.

🏝️ Benefits

• Comprehensive Medical, Dental, and Vision plans (ButterflyMX covers 80% of the cost) starting from day one.

• 401(k) plan with employer matching.

• 10 paid holidays each year.

• 20 vacation days annually.

• 5 sick days.

• 3 floating holidays.

• Basic Life and Accidental Death and Dismemberment Insurance (ButterflyMX covers 100% of the cost).

• Short and Long-Term Disability coverage (ButterflyMX covers 100% of the cost).

• Paid Family Leave.

• Employee Assistance Program.

• Quarterly self-care stipends.

• Optional pre-tax flexible healthcare spending accounts (FSA and HSA).

• Dependent Care FSA.

• Commuter Benefits.

• Optional Supplemental Life, AD&D, Hospital Indemnity, Legal, Accident, Critical Illness, Pet, and Personal Liability Insurance.