Channel Sales Territory Manager

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

📋 Description

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

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

• Execute whale hunting strategies, activate tier progression, and drive developments in commercial verticals.

• Identify, pursue, and secure target integrators utilizing project intelligence, installation history, and competitive displacement opportunities.

• Focus on margin and recurring revenue economics as a primary leadership approach.

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

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

• Partner with internal Account Executives on co-selling initiatives and honor deal registration processes.

• Maintain detailed records of partner attribution, pipeline, and forecasts within Salesforce.

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

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

• Expand ButterflyMX’s partner network and foster deal flow through integrator and reseller partnerships.

⛳️ Requirements

• 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 systems, or IT VAR.

• Proven success in building and enhancing partner relationships from Bronze through strategic tiers.

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

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

• Capable of working independently, prioritizing competing demands, and achieving quarterly milestones.

• Excellent written and verbal communication skills.

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

• Established relationships with integrators in the West Coast region.

• Consultative, relationship-centric sales approach with comfort in multi-quarter partner development cycles.

• Strong discipline in CRM usage, fluency in Salesforce, and maintaining accurate pipeline hygiene.

• Experience in commercial verticals such as smaller offices, retail, mixed-use spaces, or boutique hospitality projects.

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

🏝️ 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 per year.

• 20 vacation days annually.

• 5 sick days each year.

• 3 floating holidays to use as needed.

• Basic Life and Accidental Death and Dismemberment Insurance (fully covered by ButterflyMX).

• Short and Long-Term Disability Insurance (fully covered by ButterflyMX).

• Paid Family Leave policy.

• Employee Assistance Program for personal support.

• Quarterly self-care stipends to promote well-being.

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

• Dependent Care FSA for childcare expenses.

• Commuter Benefits to assist with transportation costs.

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