Partner Channel Manager

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

📋 Description

• Develop and implement a partner channel strategy.

• Oversee existing partners while identifying and recruiting new ones within the public safety sector.

• Create onboarding, training, and enablement programs tailored for partner sales teams.

• Manage contribution targets for both partner-sourced and partner-influenced pipeline.

• Document and monitor partner opportunities in Salesforce CRM for accurate forecasting and pipeline assessment.

• Act as the main contact for partners, addressing conflicts and coordinating deal support.

• Collaborate with Sales, Solutions Engineering, and Customer Success on partner-sourced transactions and post-sale transitions.

• Formulate joint business plans with key partners, including account mapping, co-marketing, and shared pipeline development.

• Establish and manage MCM's deal registration process alongside the Chief Revenue Officer.

• Assess partnerships that necessitate engineering investments and coordinate integration scoping with partner technical teams and MCM Product.

• Sustain senior-level partner relationships, including executive sponsor mapping and business reviews.

• Manage the relationship with Zebra, expanding it beyond the initially approved scope while promoting hardware attachment.

• Build and oversee MCM's presence on cooperative purchasing and contract vehicles such as Sourcewell, GSA, NASPO, and state term contracts.

• Renegotiate current reseller agreements in collaboration with the Contracts Manager.

• Prepare for MCM's reselling of partner products starting in 2027.

• Stay updated with industry trends and job knowledge through conferences, educational events, publications, networks, and professional organizations.

• Convey software solution value and features, and deliver introductory demonstrations at trade shows or partner sales meetings.

• Report directly to the Chief Revenue Officer.

• Willingness to travel up to 40%.

⛳️ Requirements

• Proven experience in building and managing partner/reseller channels and empowering their sales teams.

• A history of generating measurable partner-sourced and partner-influenced pipelines with accountability.

• Strong interpersonal abilities; capacity to build rapport and trust.

• Experience navigating complex, multi-party sales cycles that involve a partner organization and an end customer.

• Ability to write clearly and communicate effectively, both via email and in person.

• A self-starter capable of resolving problems independently.

• Effective multitasker who thrives in a fast-paced setting.

• Strong focus on data integrity to ensure pipeline accuracy, forecasting, and reporting.

• Values metrics and possesses excellent organizational skills.

• Capability to translate a technical integration request into a business case and facilitate a joint call between two engineering teams without needing an engineer to lead.

• Comfortable establishing programs from the ground up, including deal registration, partner tiering, and contract vehicle applications.

• Direct experience in law enforcement, fire, EMS, or technology sales to those agencies is preferred.

• Existing relationships with public safety resellers, integrators, or channel partners are preferred.

• Salesforce experience is preferred; training will be provided for candidates without prior experience.

• Experience with Sourcewell, GSA, NASPO, or state term contracts is preferred.

• Experience structuring vendor-side reseller agreements is preferred.

🏝️ Benefits

• Health, Dental, and Vision insurance starting on Day 1.

• 401(k) plan.

• Flexible PTO policy as needed.

• Health Savings Account (HSA) option available.

• Flexible Spending Account (FSA) option available.

• Remote work arrangement.