Channel Sales Territory Manager

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

📋 Description

• Take ownership of and enhance the partner relationship across all tiers (Bronze, Silver, Gold) in the West Coast. Act as the lead for partner onboarding, deal registration, co-selling support, and conducting quarterly business reviews.

• Manage the three fundamental CTM activities: acquiring Tier 1 integrators not currently enrolled in the program (whale hunting), facilitating tier progression (advancing partners through the Bronze/Silver/Gold levels), and developing commercial verticals.

• Identify, pursue, and secure target integrators utilizing project intelligence tools (ConstructConnect, installation history, and competitive displacement opportunities). Focus on margin and recurring revenue economics rather than product features.

• Collaborate on joint business strategies with Gold and Silver partners. Conduct quarterly QBRs to guide partners through their unit economics, software margin trends, and pipeline.

• Work alongside internal AEs on co-selling initiatives. Respect deal registration processes. Uphold attribution discipline within Salesforce.

• Travel within the territory to partner offices, job sites, regional trade shows, and industry events, with approximately 50% travel required.

• Keep precise records of partners, pipeline, and forecasts in Salesforce. Provide a weekly pipeline update and a quarterly territory scorecard to the Director of Channel Sales.

⛳️ Requirements

• A minimum of 3 years in a quota-carrying channel sales, partner management, or business development role. Experience in security, access control, video surveillance, low-voltage, or IT VAR is highly desirable.

• Proven experience in establishing and expanding partner relationships from Bronze to strategic tier.

• Ability to engage confidently at all levels within a partner organization, from owners to installation technicians to CFOs.

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

• Capability to work independently, prioritize competing demands, and meet quarterly objectives.

• Excellent written and verbal communication skills. Effective in partner meetings and disciplined in CRM and email communication.

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

🏝️ Benefits

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

• 401(k) plan with a matching contribution.

• 10 paid holidays, 20 vacation days, 5 sick days, and 3 floating holidays.

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

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

• Paid Family Leave.

• Employee Assistance Program.

• Quarterly self-care stipends.

• Access to optional benefits including pre-tax flexible healthcare spending accounts (FSA and HSA), Dependent Care FSA, Commuter Benefits, and optional Supplemental Life, AD&D, Hospital Indemnity, Legal, Accident, Critical Illness, Pet, and Personal Liability Insurance.

• And more!