Senior Channel Sales Manager – 100% Remote

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

📋 Description

• Full accountability for managing the reseller and affiliate channels, including oversight of revenue targets and P&L.

• Prioritize the partner portfolio based on potential and make informed go/no-go decisions.

• Activate, nurture, or terminate existing partnerships as necessary.

• Acquire new resellers, such as systems integrators, MSPs, accounting firms, digitalization consultancies, and agencies.

• Establish and enhance a structured partner onboarding process aimed at achieving the first partner deal within 60 days.

• Design and deliver product and sales training sessions, workshops, and certifications in both German and English.

• Oversee enablement materials, including sales collateral, one-pagers, demo environments, onboarding kits, and product updates.

• Provide seller enablement for the sales teams of international distribution partners.

• Manage the affiliate and referral partner segment, encompassing tracking, commission structures, content kits, and activation campaigns.

• Assist partners in closing end-customer deals.

• Ensure deal registration, account ownership, and consistent pricing between direct sales and partners.

• Maintain a comprehensive and current channel pipeline in the Attio CRM.

• Prepare monthly channel reports for management, covering revenue, forecasts, activations, and key decisions.

⛳️ Requirements

• A minimum of 5 years of experience in channel or partner management, or indirect B2B software sales.

• Proven experience in independently building or revitalizing a partner channel.

• Familiarity with reseller or VAR structures within a SaaS environment.

• Practical knowledge of commission and margin models.

• Demonstrated revenue ownership with a successful track record of generating partner revenue.

• Experience in designing and delivering training for chambers of skilled crafts and corporate sales teams.

• Business-fluent in German.

• Fluent in English (C1 level).

• Proven ability to work remotely and independently.

• Willingness to travel for partner meetings, workshops, and team-building days.

• Industry experience in FinTech, accounting, or invoicing software is advantageous, ideally within the DATEV or Lexware ecosystems.

• Experience with affiliate programs and partner tiering.

• Experience in developing certification or training programs.

• Proficient with modern CRM systems, especially Attio, HubSpot, or Salesforce.

• A hunter mentality combined with robust enablement skills.

• Ability to establish scalable partner processes.

• Data-driven decision-making capabilities and the ability to engage with managing directors and international corporate stakeholders.

🏝️ Benefits

• Clear responsibilities and robust support.

• Mistakes considered valuable learning opportunities.

• A collaborative commitment to achieving outstanding results.

• Individual development and ownership.

• Dynamic feedback to facilitate continuous learning.

• Open communication and support for personal and professional growth.

• Solution-oriented approach with a focus on business success.

• Team days, summer and holiday parties.

• Corporate benefits and various discounts.

• Dog-friendly workplaces.

• Bike leasing options.