Strategic IT Channel Development Manager

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

📋 Description

• Formulate and implement growth strategies for IT channels, targeting national IT solution providers, technology resellers, and partners focused on enterprise solutions.

• Discover, rank, and engage new partnership opportunities within enterprise, commercial, educational, governmental, and technology-driven purchasing sectors.

• Develop tailored business plans for partners that include growth targets, key accounts, enablement requirements, sales strategies, and quantifiable success indicators.

• Provide insights on IT channel dynamics, partner business models, and current trends in technology procurement.

• Synchronize the national IT channel strategy with regional execution, opportunity development, and customer engagement approaches.

• Conduct business assessments and strategic planning meetings with significant IT partners.

• Work in partnership with Product Management, Marketing, Engineering, Customer Care, and Operations to address partner needs and position solutions effectively.

• Create content for channel enablement, sales tools, training sessions, and presentations designed for partners.

• Track partner pipelines, sales activities, and program efficacy using CRM and reporting systems.

• Facilitate complex opportunities by aligning customer needs with suitable solutions and internal resources.

• Represent the organization at IT channel events, partner gatherings, trade shows, and industry conferences.

• Provide leadership updates regarding channel strategy, partner engagement, pipeline status, revenue performance, and suggested actions.

• Address escalated partner or customer concerns by coordinating necessary internal resources.

• Maintain comprehensive records of partners, opportunities, and activities within Salesforce.com or other designated systems.

• Adhere to workplace safety protocols and exemplify the core values of the company.

⛳️ Requirements

• In-depth understanding of IT channel business models, reseller ecosystems, enterprise technology procurement, and partner-driven sales approaches.

• Capability to foster strategic relationships with senior executives, partner stakeholders, sales teams, and technical influencers.

• Proven track record of developing channel programs, partner business strategies, enablement initiatives, and measurable growth plans.

• Outstanding verbal and written communication abilities.

• Strong business insight with the ability to evaluate partner performance, pipeline status, market trends, and revenue prospects.

• Proficient in CRM systems, sales reporting tools, Microsoft Office applications, and virtual collaboration platforms.

• Ability to analyze customer, product, solution, and partner program requirements.

• Skilled in collaborating with sales, marketing, product, operations, customer care, and leadership teams.

• Exceptional organizational skills and capacity to juggle multiple priorities and initiatives.

• Ability to make informed recommendations and resolve business challenges using judgment aligned with company standards.

• Professionalism and discretion in handling confidential information.

• Bachelor’s degree in Business, Information Technology, Marketing, Sales, or a related discipline; a combination of education and relevant experience may be considered.

• At least 10 years of experience in IT channel sales, engagement with IT solution providers, management of technology resellers, strategic account development, or similar IT business development roles.

• Experience in developing partner programs, channel growth strategies, executive-level partner relationships, and sales enablement initiatives is preferred.

• A safe home office working environment.

• Availability for extended or varied work hours based on business requirements.

• Willingness to travel as necessary; travel is expected to be up to 50%.

• Capacity to occasionally lift up to 50 pounds.

🏝️ Benefits

• Medical coverage

• Dental coverage

• Vision coverage

• High employer 401K match

• Paid time off (PTO)

• Holiday pay

• Short-term disability benefit plans

• Long-term disability benefit plans

• Paid maternity and parental leave

• Bonus opportunities in line with the company’s incentive plans

• Paid time off for volunteering

• Employee Resource Group network

• Remote work environment