Channel Sales Territory Manager

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

📋 Description

• Take ownership of and enhance ButterflyMX’s relationships with integrator and reseller partners throughout the West Coast.

• Oversee partner onboarding, deal registration, co-selling support, and conduct quarterly business reviews.

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

• Identify, pursue, and secure target integrators by leveraging project intelligence and opportunities for competitive displacement.

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

• Facilitate quarterly business reviews that address partner unit economics, software margins, and sales pipeline.

• Work alongside internal account executives on co-selling initiatives and uphold Salesforce attribution discipline.

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

• Keep partner records, pipeline, and forecasts updated in Salesforce.

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

⛳️ Requirements

• Minimum of 3 years in a quota-carrying role within channel sales, partner management, or business development.

• Preferred experience in security, access control, video surveillance, low-voltage, or IT value-added reselling (VAR).

• Proven history of establishing and expanding partner relationships from Bronze to strategic tier.

• Existing relationships with integrators within the West Coast territory.

• A consultative, relationship-focused sales approach, comfortable with multi-quarter partner development cycles.

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

• Strong CRM discipline, meticulous attribution, and excellent pipeline hygiene.

• Exposure to commercial verticals, including smaller office, retail, mixed-use, or boutique hospitality projects.

• Comfortable interacting with partner owners, installation technicians, and CFOs.

• Ability to work autonomously, prioritize conflicting demands, and meet quarterly milestones.

• Excellent written and verbal communication skills.

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

• Authorized to work in the United States without current or future visa sponsorship.

🏝️ Benefits

• Comprehensive Medical, Dental, and Vision plans (ButterflyMX covers 80% of the cost) starting from day 1.

• 401(k) plan with a matching contribution.

• 10 paid holidays.

• 20 vacation days.

• 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.

• Potential eligibility for bonuses, equity, or other forms of compensation.