Channel Sales Territory Manager

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

📋 Description

• Manage and enhance ButterflyMX’s relationships with integrator and reseller partners across the West Coast.

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

• Engage in strategic partner acquisition by signing Tier 1 integrators not currently involved in the program.

• Facilitate tier advancement by helping partners progress through the Bronze/Silver/Gold levels.

• Establish commercial vertical partnerships.

• Identify, target, and secure integrators using project intelligence, installation history, and opportunities for competitive displacement.

• Focus on margin and recurring revenue strategies.

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

• Conduct quarterly business reviews that address unit economics, software margin trends, and sales pipeline.

• Work in tandem with internal Account Executives on co-selling initiatives and honor deal registrations.

• Ensure disciplined attribution management in Salesforce.

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

• Keep accurate records of partners, pipeline, and forecasts in Salesforce.

• Provide a weekly pipeline update and quarterly territory scorecard to the Director of Channel Sales.

⛳️ Requirements

• Minimum of 3 years in a channel sales, partner management, or business development role with sales quotas.

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

• Proven history of building and expanding partner relationships from Bronze to strategic tiers.

• Comfortable engaging with all levels within a partner organization, from owners and installation technicians to CFOs.

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

• Ability to work autonomously, prioritize multiple demands, and achieve quarterly goals.

• Excellent written and verbal communication skills.

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

• Existing relationships with integrators in the West Coast territory.

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

• Strong CRM practices, proficiency in Salesforce, rigorous attribution management, and clean pipeline maintenance.

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

• 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 company matching.

• 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 Insurance (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.