CHANNEL DEVELOPMENT MANAGER JOB DESCRIPTION

Channel revenue either grows through a well-managed partner network or stalls without one. When no one owns partner enablement, go-to-market alignment, or incentive program execution, indirect sales pipelines erode and technology vendors miss their annual operating plans. The Channel Development Manager holds accountability for the indirect revenue engine, operating within a product or regional sales organization to recruit, develop, and align reseller and distributor partners. This role spans partner qualification through to pipeline forecasting, with consistent focus on SaaS consumption growth and monthly recurring revenue targets.

As the Channel Development Manager, you will own the end-to-end partner development cycle for a defined territory or product line, translating go-to-market strategy into measurable indirect revenue outcomes for a B2B technology business. You work across product, marketing, and sales enablement teams, with direct accountability to a senior channel or sales leader for partner pipeline health and program compliance.

Career Impact: Experience managing channel programs for SaaS and cloud technology solutions builds the kind of partner ecosystem expertise that senior channel leadership roles across the B2B technology sector consistently require.

Business Impact: The partners this role recruits, trains, and enables become the primary growth lever for reaching new customer segments that a direct sales team cannot cover at scale, directly affecting annual recurring revenue attainment.

Growth Opportunity: Exposure to go-to-market strategy, partner incentive design, and cross-functional program execution accelerates a path toward Director of Channel or Alliance Management within a technology organization.

• Lead partner recruitment and qualification efforts to build a pipeline of resellers, distributors, and managed service providers aligned to the product organization's go-to-market strategy.
• Develop and execute joint business plans with channel partners, establishing mutual revenue targets, milestone schedules, and performance expectations.
• Own go-to-market alignment between the channel organization and internal product, marketing, and sales teams to ensure partners have current messaging and pricing.
• Drive partner consumption and monthly recurring revenue growth through targeted programs designed to increase end-customer acquisition by active partners.
• Monitor and manage referral and resell incentive programs, ensuring partner compliance and accurate tracking of all opportunity registrations.
• Deliver weekly pipeline forecasts and channel performance reports to senior leadership, drawing on CRM data and partner-submitted opportunity records.
• Coordinate partner enablement activities including product training, sales content updates, and certification program participation to improve partner-sourced win rates.
• Resolve channel conflict between direct sales teams and partner-led opportunities to protect partner relationships and maintain pipeline integrity.

• Bachelor's degree in Business, Marketing, or a related field, or equivalent work experience.
• 5 or more years of channel sales or partner management experience, with demonstrated ownership of a reseller or distributor portfolio in a B2B technology environment.
• Proven ability to develop and execute partner go-to-market plans that produced measurable revenue growth across a defined territory or product line.
• Strong analytical skills with experience using CRM pipeline data to forecast indirect revenue and identify performance gaps.
• Experience designing or managing channel incentive programs including referral fees, resell margins, or performance-based rebates.
• Effective communicator with demonstrated ability to influence partner stakeholders and internal cross-functional teams without direct authority.
• Ability to travel within an assigned territory on a recurring basis to support partner engagement and business reviews.

• Prior experience managing cloud or SaaS channel programs with monthly recurring revenue accountability, including partner consumption reporting.
• Familiarity with enterprise or cybersecurity technology markets and the competitive landscape that affects partner selling conversations.
• Experience working in a matrixed organization where channel and direct sales teams share territory and require active conflict management protocols.
• Demonstrated success enabling geographically dispersed partner networks across multiple product lines or market segments simultaneously.

• Partner-sourced pipeline value as a percentage of total territory pipeline, measured quarterly against the annual operating plan target.
• Monthly recurring revenue growth rate across the active partner base, tracking net new consumption by partner tier.
• Partner program compliance rate, measuring the percentage of registered partners meeting certification and activity requirements each quarter.
• Opportunity registration accuracy in the CRM, measured as the ratio of clean records to total partner-submitted registrations per reporting cycle.
• Partner win rate on registered deals, indicating how effectively enablement activities translate into closed partner-sourced revenue.
• Typical tools: CRM platforms (commonly Salesforce or equivalent); partner portal and incentive management systems common in enterprise channel programs.

• Base Salary Range: $95,000 to $130,000 depending on territory scope and seniority.
• Bonus: Variable component of 15 to 25 percent of base tied to channel revenue attainment.
• Equity: Stock options or RSUs offered at many mid-to-large technology employers.
• Health Benefits: Medical, dental, and vision coverage standard for US full-time roles.
• PTO: 15 to 20 days annually, plus standard US public holidays.
• Common Perks: Home office stipend, phone and internet reimbursement, and travel expense coverage for partner visits.

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

Accommodation requests for applicants with disabilities are available throughout the hiring process upon request. All qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. A background check is required as a condition of employment. Candidates must be authorized to work in the United States without sponsorship, unless otherwise specified in the offer.

The Channel Development Manager owns the execution of the Connected Services Annual Operating Plan, including licensing agreements across Forge, Sine, CLSS, and Edge Security Analytics within an assigned national territory. Leading a team of Channel Managers and working closely with HBS partners, this role shapes market intelligence responses and delivers forecasting accuracy that directly drives Connected Buildings revenue growth.

Key Responsibilities

• Develop, deploy, track and forecast the execution of the Connected Services AOP of new licensing agreements of HCE's Connected Services Portfolio including Forge, Sine, CLSS, and Edge Security Analytics.
• Lead a team of Channel Managers supporting HBS including training, coaching, and developing Channel Managers.
• Identify and communicate the strengths and weaknesses of the Connected Buildings Software value propositions and make required adjustments based on market intelligence.
• Own the real-time Sales MOS between HCE CB and HBS and the corresponding reporting and potential resource requests and allocations.
• Report, analyze and forecast from source data provided and validated from the HBS Channel to HCE.
• Travel as necessary throughout the assigned territory.

Required Qualifications

• Bachelor's Degree or equivalent.
• 5 years of Building Controls, Services or related B2B industry experience in commercial and institutional buildings markets.
• 5 years of Software as a Service (SaaS) sales experience.
• Honeywell Buildings Solutions and HCE Channel Management experience.
• Proven experience acquiring and selling to customers through the Honeywell sales process.
• Solid understanding of HBS financials and ability to build business case investments.
• Sales experience in the commercial buildings industry with national market knowledge.
• Excellent organization and project management skills.
• Proven ability to develop and execute strategies for sales growth across multiple geographies and industries.

Embedded within the partner sales organization, the Channel Development Manager builds and manages distributor and service provider relationships across Vietnam to grow Acronis Cyber Protect Cloud revenue. Working closely with Partner Success Managers, this role develops the full channel partner ecosystem and drives measurable increases in partner consumption and monthly recurring revenue.

Core Functions

• Build strong relationships with Vietnam Distributors teams and Service Provider partners.
• Manage and develop the channel including recruiting, motivating, training and coaching new and existing Distributors and Service Provider partners.
• Help partners understand the value that Acronis Cyber Protect Cloud brings to their business by leveraging combined service capabilities.
• Develop the channel partner ecosystem to accelerate revenue and close sales with end user customers.
• Drive further growth from existing channel partners through programs designed to increase partner consumption and MRR.
• Develop and execute marketing programs with channel partners to help target end customer acquisition and drive growth.
• Provide weekly internal updates on revenue growth expectation, channel status, decision makers and next steps.

Qualifications and Experience

• 2 years of proven inside sales channels experience and working with Sales Engineers.
• Cloud Sales experience required, SaaS selling experience highly regarded.
• Prior software sales experience through Channels, VARs, or Managed Service Providers preferred.
• Ability to translate technology services into sellable business outcomes.
• Excellent written and oral communication and presentation skills.
• Strong PC skills including MS Office and Salesforce or equivalent.
• Superior problem solving skills.

Reporting to senior trade leadership, the Senior Channel Development Manager identifies and activates rural channel growth opportunities by developing tailor-made trade, retailer, and consumer programs grounded in Category, Channel, and Shopper Insights. Partnering with Marketing, CMM, CRM, and Field Operations teams, this role delivers integrated push-and-pull programs that drive sustainable offtake and distribution gains across rural markets.

Primary Duties

• Identify sources of growth in Rural channel based on Category, Channel and Shopper Insights as well as market understanding.
• Co-develop and implement integrated Ethical-Trade-Consumer programs tailor-made for targeted Rural audiences including Retailers, Shoppers and Consumers.
• Develop and execute Rural customized Trade Programs and retailer programs based on store classification and retailer insights.
• Develop and implement initiatives to drive distribution for targeted products and SKUs in Rural.
• Develop and implement in-store merchandising, visibility, communication and activation programs aligned with Rural store classification and shopper behavior.
• Recommend promotional guidelines based on shopper understanding, lead Rural consumer promotion planning and budget management.
• Develop and execute activation activities with effective cost to drive sustainable offtake at the right stores.
• Provide inputs to Marketing team for building targeted and integrated Media Plans covering both traditional and digital media.

Education and Experience

• Bachelor's Degree in Business, Economics, Marketing, or Trade.
• 5+ years of experience with outstanding performance in Trade Marketing, Shopper Marketing, Customer Marketing, Brand Marketing, or GT Sales.
• Proven record of success in Trade Marketing and GT Channel with strong understanding of route to market models and selling process.
• Good knowledge in Nielsen, Kantar World Panel, and Mill World Brown.
• Excellent analytical skills with good strategic thinking and planning capability.
• Strong deployment, follow-up, tracking, and time management skills.
• Excellent influencing, problem-solving, and presentation skills.
• Good people engagement, management, and collaboration skills.

Sitting at the intersection of channel strategy and life sciences sales, the Channel Development Manager manages partner relationships across internal and external distributors to exceed assigned financial goals and drive demand across the value continuum. Operating across cross-functional teams including sales, marketing, technical support, and finance, this role translates data-driven insights into plans that strengthen strategic channel partnerships and support go-to-market execution.

Duties

• Manage routine relationship management of channel partners including internal and external distributors.
• Achieve strategic direction and drive demand for all existing and potential channel partners to exceed assigned financial goals.
• Articulate the value of products, services, and support to key channel partner team members.
• Acquire and analyze sales data to identify and address trends while effectively presenting across the business.
• Develop and implement plans to address or influence trends within strategic channel partners.
• Assist the Sr. Channel Manager in developing, articulating, and implementing a go-to-market strategy across the value continuum.
• Manage pipeline and forecasting opportunities effectively.
• Coordinate cross-functional teams including sales, operations, customer service, technical support, marketing and finance to meet partner performance objectives.

 Skills and Qualifications

• Bachelor's degree in Business and/or Science with 5+ years of equivalent work experience, or 5+ years of sales and marketing experience in life sciences or related field.
• Proven track record of driving growth through strategic distribution channel partnerships such as Fisher Healthcare, McKesson, Henry Schein, and Cardinal Health preferred.
• Knowledge of medical organization structures including GPO, IDNs, RPCs, and physician offices is a plus.
• High analytical skills with demonstrated ability to use data to drive strategy and action.
• Proficient in Microsoft Office applications including Outlook, Word, Excel and PowerPoint.
• Proficient use of PowerBI and Salesforce CRM is a plus.
• Strong listening, interpersonal, and communication skills.
• Results-driven self-starter with ability to work independently and collaborate across a matrixed environment.

A key member of the Modern Trade commercial team, the Channel Development Manager takes full ownership of MT channel planning and operations for Reckitt brands, driving business targets through key account management and high-performance team development. Collaborating across Trade Marketing, Trade Partners, and senior management, this role leads contract negotiations, acquires new accounts, and builds the organizational capability needed to sustain competitive MT performance.

Strategic Responsibilities

• Take full responsibility for total MT activities including planning and operations of Dedicated team for Reckitt brands as well as Key Business Account to achieve business targets for MT channel.
• Develop and implement trade and operating plans, game plans, and activities with Trade Marketing and Marketing teams.
• Execute promotional activities with excellence to achieve sales targets and brand objectives in each chain and account.
• Develop and maintain strong internal and external relationships with key accounts to strengthen competitive position and performance.
• Provide extensive sales analysis data to management team for effective monitoring and control of sales performance.
• Lead contract negotiation including trading terms and develop successful agreements.
• Acquire new accounts across regions and build a high performance team with Trade Partners.
• Coach and motivate direct reports by capitalizing on their strengths, skills and capabilities while setting clear performance standards and measurements.

Experience and Qualifications

• 5 years of experience in relevant fields.
• 3 years in Modern Trade Channel and 3 years in management roles with international companies.
• Strong selling skills, preferable in Health and Hygiene industry.
• Strong communicator capable of building strong working relationships with excellent interpersonal skills.
• High personal agility with ability to manage multiple diversified stakeholders and prioritize tasks to meet deadlines.
• Ability to work in a fast-paced and changing environment.
• Acceptable spoken and written English.

Delivering measurable market share expansion depends on the Channel Development Manager, who leads multi-channel strategic planning, partner recruitment, and GTM execution across new and existing market segments for the bank. Based within the Marketing Team and serving as the bridge between internal stakeholders and external partners, this role advances channel performance through data-driven insights, partner enablement, and competitive monitoring.

Accountabilities

• Plan, develop, and drive strategic multi-channel expansion plans to reach out to new market segments and expand market shares.
• Proactively recruit new qualifying partners and lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Manage the Channel Development Strategy to set, monitor, and report performance indicators and goals.
• Build relationships with partners engendering trust, confidence, loyalty, awareness, and mutual benefits.
• Proactively assess, clarify, and validate partner needs on an ongoing basis and work closely with partners and product teams to optimize overall GTM capabilities.
• Develop creative GTM plans and initiatives with internal departments and external partners.
• Understand banking products and services and align with partners' strategy across all channels.
• Provide market insights and monitor competition.

Background and Experience

• Degree in Business, Marketing, or related disciplines.
• 10+ years of experience in Business and Channel Development with proven track records of success.
• Experience in managing Channel Partners, Channel Partner Programs, Channel Enablement and/or Channel Development.
• Business and channel development experience in B2B sector is essential.
• Demonstrable ability to plan and prioritize work while responding flexibly to changing priorities.
• Able to collaborate and communicate effectively with varied levels of management both internally and externally.
• Good communication skills with excellent interpersonal skills.

As the Online Channel Development Manager, this role owns the full reporting cycle for Online Channel performance and leads the evolution of the Perfect Page framework across Britvic's ecommerce channels. The Online team relies on this work to identify growth opportunities, inform AOP planning, and equip Category and Strategy partners with the data-driven insights needed to win in the online retail environment.

Areas of Ownership

• Own the reporting of Online Channel Performance and deliver monthly, quarterly and annual performance report documents.
• Lead the evolution of the Online Perfect Page framework and own the relationship with ECI.
• Lead the Online AOP Cycle and represent Britvic with external customers.
• Partner with Category teams to share Online data and trends.
• Partner with Strategy teams to identify future trends and scale of opportunity.
• Share latest Online Channel Performance and identify opportunities across the Online Channel.

Minimum Qualifications

• Bachelor's degree or equivalent experience in any discipline.
• Previous Online experience in an Online retailer or FMCG preferred but not essential.
• Excellent communication and social skills.
• Demonstrated leadership skills and strong analytical capability.
• Results-driven with a desire to succeed and a pro-active cross-functional approach.

Channel Development Manager builds trusted partnerships across the WW channel enablement team and designated product organization to ensure partners have current technical content, accurate go-to-market strategy, and well-managed incentive programs. The work directly supports channel revenue visibility by delivering consistent reporting on referral and resell opportunities and driving alignment between the product sales organization and the broader partner network.

Key Deliverables

• Act as the knowledge leader for the designated product organization and theatre.
• Initiate and establish strong trusted partnerships with key stakeholders at all levels across the organization.
• Work with the WW channel enablement team to provide up-to-date technical and sales content on all products, programs, promotions and initiatives.
• Ensure the WW channel team understands go-to-market strategies, pricing and discount strategies for the designated product organization.
• Conduct consistent training and knowledge transfers to the WW channel team and designated product sales organization on channel programs and promotions.
• Manage and monitor referral and resell incentives related to the designated product organization's specific incentive programs.
• Provide consistent and timely reporting on referral and resell opportunities to guarantee full view and understanding of partners impacting the business.
• Engage and communicate consistently with Channel theatre leads.

Professional Experience

• Bachelor's degree required.
• 10+ years of deep, proven channel experience.
• Experience as an alliance manager communicating with multiple layers within an organization.
• Strong understanding of Enterprise and Cybersecurity markets and competitive landscape.
• Proven ability to work in a matrix environment and collaborate with multiple organizations across sales and channel functions.
• Proven operational skills including deep experience with Salesforce.com, reporting, program compliance and ensuring data integrity.
• Excellent communication skills including strong verbal and written skills and proven presentation skills.
• Ability to travel on a consistent basis.

The Channel Development Manager delivers growth targets for Club and Dollar retail customers by leading distribution strategy, building multi-year customer plans, and championing new product concepts through the feasibility process. Working closely with field sales, brand teams, and internal stakeholders, this role drives profitable revenue expansion across the Club and Dollar channels within the CPG industry.

Job Functions

• Meet and exceed growth targets for Club and Dollar customers with focus on business development through distribution gains.
• Analyze industry trends and competitive actions to develop alternative price, product, and package strategies to fill item distribution voids.
• Build strategic customer plans with a pipeline of growth initiatives year over year.
• Integrate various information sources to develop persuasive business presentations identifying short-term and long-term opportunities.
• Lead business objectives with assigned key brands and/or customers to drive and maximize profitable sales.
• Act as internal champion for Club and Dollar channel growth opportunities and share channel insights with internal stakeholders.
• Propose new product concepts and lead the feasibility study process to validate new business ideas.
• Plan and direct all aspects of Club and Dollar channel development policies, objectives, and initiatives.

Knowledge Skills and Abilities

• Bachelor's Degree required, MBA preferred.
• 7-10 years of business development experience within the CPG industry.
• 5+ years of focus within the Club and Dollar channel.
• IRI/Nielsen and Microsoft Office proficiency required.
• Strong project management and problem-solving skills.
• Ability to apply strong business acumen including P&L expertise and evaluation of financial metrics.
• Ability to create a team approach focusing on communication, trust, and cross-functional collaboration.

Embedded within the channel sales function, the Channel Development Manager identifies and qualifies prospective reseller partners, converts inbound leads into sales-ready opportunities, and ensures Channel Account Managers receive fully documented partner profiles via Salesforce.com. Working closely with marketing and sales team members, this role refines the prospecting approach and supports the end-to-end partner qualification cycle for KnowBe4's global partner program.

What You'll Do

• Educate prospective partners on the partner program, requirements and deliverables.
• Complete partner discovery detail in Salesforce.com and provide a basic assessment and follow up with the most relevant program per partner type.
• Develop opportunities for the Channel sales team from prospecting and marketing generated leads.
• Respond, engage and qualify inbound leads and inquiries.
• Collaborate with sales and marketing team members on strategic sales approach.
• Develop and execute a strong prospecting plan of attack including email and call scripts.
• Track all relevant qualification and lead management activity and ensure accurate information in Salesforce.com.
• Provide in-depth information to Channel Account Managers to enable the most qualified and productive demos.

Position Requirements

• 2-year degree or equivalent work experience.
• Experience in Sales and Salesforce preferred.
• Experience with Gmail, Google Docs, MS Office including Word and Excel.
• Strong verbal and written communications.
• Excellent time management and organization skills.
• Superior customer service skills with ability to build rapport through phone calls and email.

Reporting to senior leadership, the Channel Development Manager leads large cross-division teams and shapes category business plans, product line strategy, and go-to-market engagement across a significant share of the product range. Partnering with sales forces, external IT vendors, and marketing functions, this role produces the financial modeling, senior-level communication, and strategic direction that enable long-term organizational growth across the IT industry.

Ownership Areas

• Contribute to the development of innovative principles and ideas and provide highly innovative solutions in the most complex disciplines.
• Lead large cross-division functional teams or projects that affect the organization's long-term goals and objectives.
• Actively contribute to and lead the definition of the category business plan.
• Establish relationships and represent the team with sales force and other partners at senior level.
• Maintain product line and quota responsibility for a significant share of the product range or a specific customer segment.
• Lead overall engagement with one or several sales teams and manage functional responsibility in areas such as market analysis, marketing engagement, and SF communication.
• Lead engagement partnership with external IT vendors and provide mentoring and guidance to lower level employees.

Technical Qualifications

• Bachelor's degree in Marketing or Finance, advanced degree or MBA preferred.
• 12+ years of professional experience combining Marketing, Sales, and Business Planning.
• Demonstrated management and team leadership experience.
• IT industry knowledge.
• Strong business planning, financial planning and modeling skills with ability to manage high complexity reporting.
• Knowledge of promotional marketing processes, practices, and negotiation skills.
• Strong communication skills at senior management level both internally and externally.

As the Channel Development Manager, this role sets sales channel strategy and tactics for Laundry and Home Care categories, serving as the interface between Marketing and Sales to coordinate New Launch plans, KPI tracking, and cycle meeting presentations. The Sales and Marketing teams rely on this work to maintain competitive market share, execute brand plans, and ensure Field Sales Force alignment across key accounts and customer workshops.

Day-to-Day Responsibilities

• Set strategy and tactics for sales channels and Laundry/Home Care categories based on general company strategy.
• Serve as bridge and interface between Marketing and Sales.
• Prepare New Launches plans for chosen brands and set yearly plan and tracking across brand, customer, and quarter matrix for main KPIs.
• Conduct gap analysis and provide next steps recommendations for clients.
• Lead cycled and ad hoc internal meetings covering New Launches, Pricing, KPI Tracking, Market Shares, and other topics.
• Actively participate in customer meetings, yearly workshops, and assortment and shelving meetings.
• Lead market share and merchandising guidelines part of presentations during cycle meetings with Field Sales Force.

Required Qualifications

• Bachelor's degree in Economics, Finance, Management, or similar field.
• 1-3 years of experience in sales as Key Account Manager with full responsibility for customers preferred.
• High analytical and logical thinking skills under time pressure.
• Performance and optimization oriented work attitude with excellent organizational and time management abilities.
• High competency in Excel and PowerPoint.
• Proficiency in English.

The Channel Development Manager builds and executes business plans with internal and external partners to drive adoption of Apple Solutions in the education market across Brazil. Leading strategic sales engagements and collaborating closely with diverse partner organizations, this role strengthens education sector relationships and delivers measurable demand for Apple Solutions at both the short-term and long-term horizon.

Role Responsibilities

• Build and execute business plans with internal and external partners to drive adoption of Apple Solutions in the education market.
• Lead strategic sales engagements while influencing organizations across the education sector.
• Develop and maintain high-level relationships internally and externally.
• Come up with solutions and apply flexibility to meet business priorities.
• Work well in groups and without routine direct supervision.

Experience and Qualifications

• Bachelor's degree or equivalent education.
• 7+ years of experience as an Account Executive, Field Marketing, or equivalent for a mobile device or education and enterprise solution company.
• Consultative selling experience and experience developing channel growth strategies with partners.
• Strong written and verbal communication skills with extraordinary presentation and interpersonal skills.
• Proficient in English and Portuguese.