Senior Channel Sales Manager

This is a fully remote position, open to applicants in Spain, +4 more countries.

📋 Description

• Oversee the onboarding process for newly hired VAR Partner Sales Representatives from the initial kickoff to their first qualified opportunity.

• Conduct structured welcome and orientation calls to familiarize new representatives with Lantronix's product offerings, value proposition, and partner-selling strategy.

• Create personalized onboarding plans tailored to territory, vertical focus, and prior experience.

• Monitor onboarding milestones and proactively check in to ensure new representatives remain on track.

• Educate representatives on how to identify Lantronix-fit opportunities, position against competitors, and address common objections.

• Mentor representatives on qualification fundamentals, including use case, application, environment, quantity, timeline, budget, decision-making process, and competition.

• Facilitate access to sales engineering, technical services, demo units, and evaluation samples.

• Organize and follow up on enablement webinars and training sessions.

• Actively identify early-stage opportunities and assist representatives in registering their first deals.

• Guide representatives through deal registration, quoting processes, and navigating the partner portal.

• Shadow or participate in early prospecting efforts to provide real-time coaching.

• Escalate qualified opportunities to Regional Sales Managers with comprehensive context and stay engaged until the first deal is closed.

• Acquire a working knowledge of Out-of-Band Management, Network Infrastructure, and Industrial IoT product lines.

• Understand key verticals, competitive landscape, pricing dynamics, and common objections.

• Relay onboarding gaps and representative feedback to product marketing and sales leadership.

• Document onboarding activities, milestones, and progress in the VAR Rep Onboarding Tracker and Salesforce.

• Maintain accurate CRM data and report onboarding-to-activation metrics.

⛳️ Requirements

• Bachelor’s degree in Business, Sales, Marketing, Technology, Engineering, or a related discipline; or an equivalent combination of education and relevant experience.

• A minimum of 5+ years of experience in channel sales, partner management, business development, or a similar sales role.

• Preferred experience working with VARs, system integrators, distributors, or channel partner organizations.

• Experience with CRM platforms such as Salesforce is preferred.

• Background in supporting technology, networking, industrial, embedded systems, or IoT-related products is preferred.

• Strong skills in channel sales and partner relationship management.

• Ability to cultivate and sustain productive business relationships with both internal and external stakeholders.

• Exceptional verbal, written, presentation, and interpersonal communication skills.

• Strong organizational, time management, and prioritization abilities.

• Results-driven mindset focusing on revenue growth and opportunity development.

• Capability to work independently while effectively collaborating across cross-functional teams.

• Strong problem-solving skills and business development acumen.

• Proficiency in managing multiple projects and priorities simultaneously.

• Experience with Salesforce CRM or similar customer relationship management systems.

• Ability to present and communicate technical solutions to both business and technical audiences.

• Understanding of channel sales models, partner ecosystems, and go-to-market strategies.

• Knowledge of networking technologies, remote management solutions, Industrial IoT, or related technologies is preferred.

• Ability to analyze sales opportunities, market trends, and partner performance to foster business growth.

• Proficient in Microsoft Office applications and standard business software tools.

🏝️ Benefits

• Annual base salary ranging from €84,389 to €119,920.

• Flexible remote work arrangement.

• Opportunity for career advancement and to make a significant impact.

• Willingness to travel up to 50% to support partner and customer engagement activities.