Senior VAR Manager

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

📋 Description

• Take ownership of a designated North American territory VAR business strategy, which includes subscription sales targets, pipeline development, new customer acquisition, and partner productivity.

• Assist in identifying key industries, territories, and market segments to enhance Kinaxis’ presence and address any coverage gaps.

• Implement a volume and velocity sales strategy aimed at generating more qualified opportunities, enhancing conversion rates, and reducing sales cycles.

• Aid in pinpointing regional investment priorities and resources essential for sustainable, profitable growth.

• Demonstrate self-sufficiency in ongoing prospecting, opportunity recognition, and driving expansion within the VAR install base.

• Support the identification and recruitment of VARs with substantial industry knowledge, established customer connections, and proven capabilities in enterprise software sales.

• Contribute to the formulation of joint business plans that include explicit revenue commitments, pipeline targets, staffing necessities, and enablement milestones.

• Cultivate executive relationships that position Kinaxis as a strategic growth priority for each partner’s business.

• Lead regular reviews of partner pipelines, forecasting, deal strategy discussions, and quarterly business assessments.

• Provide support to partners through qualification, discovery, business case formulation, competitive positioning, negotiation, and closure.

• Ensure accurate forecasts and maintain visibility into opportunity health, sales activities, and partner commitments.

• Coordinate with regional sales leaders to synchronize account coverage, assist in joint pursuits, and resolve channel conflicts.

• Collaborate with enablement, solution consulting, marketing, and services teams to enhance partner selling and delivery capabilities.

• Partner with marketing to implement targeted campaigns and demand generation initiatives that yield qualified opportunities.

• Work in conjunction with customer success and services teams to facilitate implementation readiness, customer adoption, renewals, and expansion.

⛳️ Requirements

• A minimum of 8 years of proven success in leading VAR, channel sales, or partner businesses within the enterprise SaaS sector.

• Experience in owning a revenue target and achieving growth through indirect sales channels.

• Demonstrated ability to cultivate productive reseller relationships across North America.

• Strong understanding of mid-market purchasing behavior and the ability to execute efficient, repeatable sales processes.

• Experience in developing joint business plans, managing pipelines and forecasts, and driving partner accountability.

• Capability to influence senior partner executives and collaborate with teams across sales, marketing, services, product, and customer success.

• Strong commercial judgment, negotiation expertise, and executive-level communication skills.

• Preferred experience in supply chain planning, ERP, manufacturing, or related enterprise applications.

• Willingness to travel to customer locations.

🏝️ Benefits

• Flexible vacation and Kinaxis Days (company-wide days off).

• Flexible work arrangements.

• Programs focused on physical and mental well-being.

• Regularly scheduled virtual fitness classes.

• Mentorship programs, training, and opportunities for career development.

• Recognition programs and referral incentives.

• Hackathons.

• Accessibility accommodations available upon request.