Partner Channel Manager

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

📋 Description

• Develop and implement a partner channel strategy.

• Manage existing partnerships and seek out new partners within the public safety sector.

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

• Take ownership of contribution targets for both partner-sourced and partner-influenced pipelines.

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

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

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

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

• Establish and manage MCM's deal registration process in conjunction with the Chief Revenue Officer.

• Assess partnerships that require engineering investment and facilitate integration planning with partner technical teams and MCM Product.

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

• Oversee the Zebra relationship, extending it beyond the initially approved scope while promoting hardware attachment.

• Build and oversee MCM's participation in 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 the groundwork for MCM to resell partner products starting in 2027.

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

• Articulate the value and features of software solutions and conduct 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 while enabling their sales teams.

• A successful track record of generating measurable partner-sourced and partner-influenced pipelines and being accountable for them.

• Excellent interpersonal skills; ability to establish rapport and build trust.

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

• Proficient in clear writing and effective communication, both via email and in person.

• Self-motivated individual capable of solving problems independently.

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

• Strong focus on data integrity for accurate pipeline management, forecasting, and reporting.

• Values metrics and possesses strong organizational skills.

• Capable of translating technical integration requests into business cases and facilitating joint calls between engineering teams without needing an engineer to lead.

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

• Preferred direct experience in law enforcement, fire services, EMS, or technology sales serving those sectors.

• 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.

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

• Experience in structuring vendor-side reseller agreements is preferred.

🏝️ Benefits

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

• 401(k) plan.

• Flexible PTO policy allowing you to use what you need.

• Health Savings Account (HSA) option available.

• Flexible Spending Account (FSA) option available.

• Remote work arrangement offered.