CHANNEL BUSINESS MANAGER JOB DESCRIPTION

A Channel Business Manager owns a defined book of reseller and distributor relationships, accountable for the revenue those partners generate rather than for direct end-customer sales. That distinction matters: success here is measured by how well partners are enabled, coached, and held to commitment — not by deals closed personally. In cybersecurity and enterprise software markets, where VAR and GSI partners control access to mid-market and enterprise accounts, the quality of that enablement work determines whether a vendor's route-to-market scales. Partner pipeline coverage ratio and joint business plan execution rate are the numbers this role lives by

As the Channel Business Manager, you develop and execute joint business plans with a defined set of technology resellers, distributors, and GSI partners to grow partner-sourced pipeline and bookings within an assigned territory. You report to the Director or Senior Director of Channel Sales and collaborate daily with field sales, channel marketing, and sales engineering to align partner capacity with regional revenue targets.

Career Impact: Managing a named partner portfolio in the cybersecurity or enterprise software channel builds the kind of ecosystem fluency - VAR economics, GSI engagement models, distributor P&L dynamics - that commands senior channel leadership roles.

Business Impact: The partners this role manages are responsible for a $2M to $5M revenue segment; the quality of joint business planning and partner enablement work directly determines whether that segment grows or stalls.

Growth Opportunity: Consistent overachievement against partner pipeline and booking targets creates a visible path toward Senior Channel Business Manager, Regional Channel Director, or Head of Ecosystem roles within three to five years.

• Own a defined set of strategic reseller and distributor relationships, accountable for quarterly and annual revenue targets assigned to each partner.
• Develop and execute joint business plans covering partner recruitment, enablement, demand generation, and revenue growth across the assigned territory.
• Design value propositions tailored to each partner's business model to inspire active promotion of the company's solution portfolio.
• Lead regular business performance reviews with partner senior leadership and internal sales management to monitor pipeline health and course-correct against targets.
• Recruit, onboard, and develop new partners to expand territory coverage and reduce dependency on a small number of high-volume accounts.
• Build and maintain performance dashboards tracking partner pipeline, booking attainment, and joint plan execution for internal reporting.
• Partner with field marketing to plan and execute demand-generation programs, events, and campaigns that create awareness within each partner's customer base.
• Coordinate with sales engineering, inside channel managers, and channel operations to resolve partner issues and ensure partners meet training and certification requirements.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 5 or more years of channel sales or channel management experience, with a proven track record of partner revenue growth in a technology or cybersecurity environment.
• Demonstrated ability to build and execute joint business plans with measurable pipeline and booking outcomes.
• Strong understanding of indirect channel operating models including VAR, distributor, GSI, and two-tier distribution structures.
• Knowledge of sales, marketing, and solution development principles as applied to partner-led selling motions.
• Proven ability to lead complex sales situations through negotiation and conflict resolution at senior and executive levels within partner organizations.
• Strong analytical skills with the ability to assess partner P&L performance and identify growth gaps.
• Excellent presentation and written communication skills across both small and large audience settings.

• 10 or more years of enterprise technology channel sales experience with a track record of managing national or multi-regional partner portfolios.
• Experience managing cybersecurity channel partners including MSSPs, national VARs, or GSI partners at CXO relationship depth.
• Familiarity with partner program compliance, certification requirements, and channel incentive structures in a vendor-side channel role.
• Proficiency in a second business language relevant to the assigned territory, such as Dutch, French, or German.

Partner-sourced pipeline coverage ratio, measuring whether the managed portfolio generates sufficient qualified opportunity volume.

Quarterly and annual booking attainment per partner, tracking revenue delivered against each distributor or reseller target.

Joint business plan completion rate, reflecting how consistently partners activate agreed enablement and demand-generation commitments.

New partner recruitment count per quarter, measuring territory coverage expansion against the annual channel development plan.

Partner certification and training compliance rate, indicating partner readiness to position and sell the solution portfolio.

Typical tools: CRM platform (commonly Salesforce or Microsoft Dynamics); partner portal and PRM software (commonly Impartner or Alliances).

• Base Salary Range: $110,000 to $140,000 annually, depending on territory size and experience.
• Bonus: Variable component of 20 to 30 percent of base, tied to partner revenue and pipeline attainment.
• Equity: RSU grants common at established vendors; options more typical at growth-stage companies.
• Health Benefits: Medical, dental, and vision coverage for employee and dependents.
• PTO: 15 to 20 days annually plus standard US public holidays.
• Common Perks: Home-office stipend, travel expense coverage up to 50 percent travel, and partner conference attendance budget.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Work authorization in the United States is required for this position. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Consistent with the Americans with Disabilities Act, reasonable accommodations will be made for qualified individuals upon request. Employment in this role is contingent on successful completion of a background check prior to the start date.

The Channel Business Manager owns a defined set of strategic SLED partners, developing and executing joint business plans to drive partner alignment, demand generation, and revenue growth across the Northeast territory. Working closely with senior management and executive stakeholders, this role delivers measurable outcomes through performance reporting, value proposition design, and consistent communication that positions partners to deliver successful customer implementations.

Key Responsibilities

• Manage a specific set of strategic SLED partners to drive partner alignment and demand generation.
• Develop and execute business plans covering all aspects of the partner relationship to maximize growth opportunities.
• Design compelling value propositions that inspire partners to promote solutions in the SLED segment.
• Create services based on emerging and established technologies to increase revenue growth.
• Provide clear and consistent communication across the segment with dedicated partners.
• Lead regular business performance and relationship reviews with senior management and executive stakeholders.
• Build and leverage performance reports and activity dashboards to monitor and drive business outcomes.
• Ensure partners are well-positioned to deliver successful customer implementations and recommendations.

Required Qualifications

• Experience in channel management supporting SLED sales territories in the Northeast.
• Experience in global systems integrator business management, service providers, cloud providers, or business development roles within the enterprise software or network security industry.
• Understanding of channel and ecosystem operating models.
• Knowledge of sales, marketing, and solution development.
• Strong initiative with ability to think creatively and excellent presentation, written, and overall communication skills.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.

Embedded within Global IT, the Channel Business Manager leads a team of Business Relationship Managers while overseeing a portfolio of IT investments aligned to the Protein enterprise group's medium- to long-term strategy. Working closely with business leaders, IT suppliers, and executive stakeholders, this role advances demand governance, portfolio prioritization, and the successful introduction of new solutions across process, data, and technology functions.

Core Functions

• Lead and coach a team of Protein Business Relationship Managers, overseeing performance management, talent development, and succession planning.
• Build and maintain sustainable business relationships with business leaders and corporate executives.
• Lead the portfolio of IT investments and drive medium- to long-term IT strategy for the enterprise group.
• Drive portfolio governance of IT initiatives, investments, prioritization, services, and solutions.
• Discover project opportunities and define overall concept, scope, sponsorship, and value opportunity.
• Act as strategic counselor to ensure successful introduction of new solutions, technologies, and applications.
• Partner with business and global IT to manage demand, investment, and divestiture decisions within the portfolio.
• Monitor execution of projects by internal and external vendors and present strategic direction to stakeholders.

Qualifications and Experience

• BA/BS in MIS, business, or equivalent experience; advanced degree (MBA) preferred.
• 10+ years of IT or related experience, including 5+ years of leadership experience within process, data, and technology functions.
• Experience developing IT strategies, business plans, and portfolio management.
• Strong financial acumen including working knowledge of NPV, ROGI, and ability to define and use metrics such as scorecards and trend analysis.
• Experience building diverse teams, managing through constructive conflict, and delivering positive outcomes.
• Experience with SAP or other ERP and supply chain systems preferred.
• Fluent English required in both verbal and written format.

Reporting to the National Sales Manager, the Channel Business Manager develops and expands a territory reseller and distribution partner base, driving sales of Milestone products through a two-tier channel to meet annual revenue goals. Partnering with Inside Channel Managers and Vertical Sales specialists, this role delivers pipeline growth through CRM documentation, forecast preparation, project pricing management, and active participation in trade shows and RFP/RFQ/RFI responses.

Primary Duties

• Manage, develop, and expand territory reseller partner base and distribution partner relationships.
• Drive sales of Milestone products via the two-tier distribution channel to achieve annual revenue goals.
• Prospect, develop, and expand territory architecture and engineering resources and eco partner cooperation.
• Document all sales opportunities in Milestone CRM software from inception through close.
• Prepare monthly forecasts and conduct sales pipeline reviews with sales management personnel.
• Manage project registration and project pricing in coordination with reseller partners and sales management.
• Participate in weekly sales calls, regional and national trade shows, and respond to RFP/RFQ/RFI requests.

Skills and Qualifications

• Bachelor's degree and/or minimum 5 years of security industry sales experience.
• Excellent presentation skills in both small and medium audience environments.
• Proven sales skills with demonstrated revenue growth and strong closing experience.
• Competent IT technical skills with excellent attention to detail and documentation skills.
• Experienced in expense, travel, and time management.

Sitting at the intersection of strategic account management and team leadership, the Channel Business Manager formulates and executes a growth plan for Robertshaw's EMEA aftermarket distribution business, covering revenue targets, margin improvement, and rebate programs. Operating across a team of 7 and a network of industry influencers and trade associations, this role shapes partner strategy and competitor intelligence to drive sustainable top-line and margin growth across Europe.

Duties

• Understand customer business needs by researching and assessing how the company can best align as a product and service partner.
• Formulate a strategic plan to grow revenues and drive margin improvement for the EMEA aftermarket business.
• Develop and implement value-added programs and metrics that align customer objectives with the company value proposition.
• Monitor competitor products, sales, and marketing activities and provide market intelligence insights.
• Develop and manage sales and expense budgets including revenue, gross margin, rebate and incentive programs.
• Establish and maintain relationships with industry influencers, trade associations, and contractors.
• Lead, grow, and build a team of 7 persons including sales, product management, and customer service.

Education and Experience

• BA/BS degree required; MBA preferred.
• At least 10 years of distribution account management experience in Europe, preferably 5+ years in the HVAC and R industries.
• 8+ years in senior sales account management with past P&L ownership preferred.
• Experience leading a sales and marketing team with a track record of growing top line and margin.
• Fluent English required; Italian and German a strong plus.

A key member of the bancassurance sales organization, the Channel Business Manager leads a team of Client Engagement Specialists to achieve sales and profit goals through the partner channel, overseeing recruitment, coaching, performance management, and case review. Collaborating across internal stakeholders and regulatory compliance teams, this role builds channel capability by communicating product updates and identifying business gaps that improve overall production.

Accountabilities

• Manage a team of Client Engagement Specialists to achieve sales and profit goals through the partner channel.
• Recruit, coach, and mentor Client Engagement Specialists while managing their performance.
• Review and approve cases submitted by Client Engagement Specialists.
• Communicate and educate the team on new products and changes to regulatory parameters.
• Follow up on new business cases and sales opportunities.

Professional Experience

• Proficient in the bancassurance sales model, covering both specialist and banker sales.
• Excellent track record in delivering sales results.
• Strong analytical and problem-solving abilities with quantitative skills.
• Strong interpersonal skills with ability to engage and build rapport with internal and external stakeholders.
• Ability to identify business gaps and propose solutions to improve production.

Channel Business Manager executes strategic sales plans across retail and telecom channels, including IT chain stores, APR, Hyper outlets, and franchise networks, to meet and exceed revenue quotas while developing long-term channel growth. The work directly supports the company's market presence by building store mindshare through product training, running promotion plans, and delivering timely market intelligence on competitors and industry trends.

Functions

• Develop and execute sales plans applying strategic selling skills to meet and exceed quota.
• Develop new business in the channel to ensure long-term growth.
• Provide product knowledge and training to increase store mindshare.
• Execute promotion plans to lead the achievement of revenue targets.
• Collect and report marketing intelligence and competitor information.
• Represent the company in an ethical and professional manner.

Background and Experience

• At least 5 years of relevant experience in account sales.
• Experience managing key strategic partnerships with top retail businesses or IT channels and retailers.
• Knowledge of sales management, marketing, planning, and strategy development.
• Ability to negotiate at senior and executive levels, building strong relationships and business alignment with channels and retailers.
• Excellent communication, negotiation, interpersonal, and presentation skills.
• Strong numeracy and problem-solving skills.