Senior Channel Sales Manager

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

📋 Description

• Take full ownership of the reseller and affiliate channel, including achieving revenue targets and overseeing P&L.

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

• Identify, evaluate, and onboard new resellers.

• Manage and enhance a structured partner onboarding process aimed at securing a first independent partner deal within 60 days.

• Develop, activate, or offboard partners as needed.

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

• Maintain enablement materials such as sales collateral, one-pagers, demo environments, onboarding kits, and product updates.

• Assist sales teams of major international distribution partners in their enablement efforts.

• Oversee the affiliate and referrer segment, including tracking, commission structures, content kits, and activation campaigns.

• Support partners during end-customer meetings for co-selling opportunities.

• Uphold guidelines between direct sales and partners, covering deal registration, account ownership, and pricing consistency.

• Manage the channel within the Attio CRM, ensuring a comprehensive and current pipeline.

• Deliver monthly channel reports to executive management detailing revenue, forecasts, activations, and strategic decisions.

• Evaluate success based on partner-generated revenue, time-to-first-deal, activation rates, portfolio quality, and partner satisfaction.

⛳️ Requirements

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

• Demonstrated success in independently establishing or revitalizing a partner channel.

• Familiarity with reseller or VAR structures in a SaaS context.

• Practical understanding of commission and margin models.

• Proven revenue responsibility with a track record of generating partner-driven revenue.

• Capability to design and conduct training sessions for chambers of skilled trades and corporate sales teams.

• Proficient in German at a negotiation level (fluent).

• Fluent in English (C1 level).

• Proven ability to work remotely with strong self-organization skills.

• Willingness to travel for partner meetings, workshops, and team gatherings.

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

• Experience with affiliate programs and partner tiering strategies.

• Background in developing certification or training programs.

• Confident user of modern CRM systems such as Attio, HubSpot, or Salesforce.

• Hunter mentality complemented by strong enablement capabilities.

• Ability to establish scalable partner processes and make data-driven decisions.

🏝️ Benefits

• Clearly defined responsibilities within a supportive work environment.

• Mistakes viewed as valuable opportunities for learning and growth.

• A collaborative approach focused on achieving outstanding results.

• Opportunities for individual development and personal accountability.

• Dynamic feedback mechanisms for ongoing learning.

• Open lines of communication with support for both personal and professional growth.

• Team-building days, as well as summer and Christmas celebrations.

• Corporate benefits available.

• Dog-friendly workspaces.

• Bike leasing options offered.