Senior Channel Sales Representative

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

📋 Description

• Formulate and implement detailed channel sales strategies aimed at driving revenue growth, increasing market share, and achieving annual sales objectives.

• Establish, manage, and enhance relationships with distributors, resellers, system integrators, and various channel partners.

• Develop and execute partner business plans, growth initiatives, and collaborative go-to-market strategies.

• Conduct regular business evaluations with channel partners and formulate corrective action plans as needed.

• Offer product training, sales enablement, technical assistance, and continuous support to partners.

• Identify, qualify, and cultivate new business opportunities through partnerships and direct customer interaction.

• Collaborate with marketing, product management, and technical teams to provide value-added solutions for customers.

• Lead negotiations on contracts, pricing discussions, and commercial agreements while ensuring profitability.

• Oversee key customer and partner accounts, ensuring high levels of customer satisfaction.

• Create sales forecasts, maintain opportunity pipelines, and provide updates in the CRM system.

• Keep track of industry trends, competitive activities, and market developments.

• Encourage partner adoption of new products, services, and programs.

• Address escalated customer and partner issues effectively.

• Assist with strategic initiatives, product launches, and territorial expansion efforts.

• Collaborate with internal stakeholders to refine processes and enhance the experience for customers and partners.

⛳️ Requirements

• A Bachelor's degree in Business, Marketing, Engineering, or a related discipline, or equivalent professional experience.

• A minimum of 6+ years of proven success in sales, channel management, business development, or account management.

• A demonstrated history of surpassing revenue targets and expanding strategic accounts or channel partnerships.

• Excellent negotiation, presentation, and relationship management skills.

• Experience managing intricate sales cycles involving multiple decision-makers.

• Capability to influence stakeholders at all organizational levels, including executive leadership.

• Strong analytical, strategic planning, and problem-solving skills.

• Proficiency in CRM platforms (Salesforce, Dynamics 365, or similar) and Microsoft Office applications.

• Willingness to travel overnight as necessary to support partner and customer engagement.

• Experience in industrial automation, building technologies, safety solutions, manufacturing, or related fields.

• Proven success in developing high-performing channel partner programs.

• Strong business acumen with the ability to analyze market dynamics and create growth strategies.

• Experience leading cross-functional projects and collaborating with technical, operations, and marketing teams.

• Ability to recognize emerging market opportunities and convert them into sustainable revenue growth.

• A customer-centric approach with a commitment to delivering exceptional service and long-term value.

• Strong leadership presence with the capacity to mentor, influence, and inspire partners and internal teams.

• Excellent organizational and project management abilities.

• A mindset geared towards continuous learning and adaptability to changing customer needs, technologies, and market conditions.

🏝️ Benefits

• Employer-subsidized Medical, Dental, Vision, and Life Insurance.

• Short-Term and Long-Term Disability coverage.

• 401(k) matching contributions.

• Flexible Spending Accounts.

• Health Savings Accounts.

• Employee Assistance Program (EAP).

• Educational Assistance programs.

• Parental Leave benefits.

• Paid Time Off for vacation, personal matters, sick leave, and parental leave.

• 12 Paid Holidays throughout the year.

• Competitive salary package.

• Opportunities to work on innovative projects and develop solutions alongside dedicated experts.