CHANNEL SALES EXECUTIVE JOB DESCRIPTION

A Channel Sales Executive owns something most sales roles never touch: the revenue that flows not from direct deals but through a structured network of ISV, MSP, and reseller partners. That distinction shapes every week. The role sits inside the go-to-market organization, accountable for co-sell pipeline coverage, partner enablement, and the attainment of IP and service co-sell metrics at the account level. It is demanding in a specific way - influence replaces authority, and results depend on how well this person earns trust across partner executives, internal account teams, and solution stakeholders simultaneously.

As the Channel Sales Executive, you drive revenue growth by recruiting, enabling, and co-selling through a portfolio of technology partners spanning ISV, MSP, and reseller channels. You work across the go-to-market organization, aligning with account teams, partner marketing, and solution specialists to build pipeline coverage and move partner-sourced opportunities to close.

Career Impact: Managing co-sell motions across ISV and MSP ecosystems builds a type of market credibility that pure direct sales experience rarely develops, positioning you for Partner Director or Alliance leadership roles within the technology sector.

Business Impact: The co-sell pipeline this role builds and protects directly determines the volume of partner-influenced revenue that reaches quota, making this seat one of the clearest revenue contributors outside the direct sales team.

Growth Opportunity: Consistent attainment of IP co-sell and CSP conversion metrics makes this role a direct path toward regional or global partner leadership, where ownership expands from a partner portfolio to a full channel strategy.

• Build and manage a portfolio of ISV, MSP, and reseller partners to generate co-sell pipeline coverage across assigned accounts or territory.
• Recruit net-new partners by presenting the program opportunity, negotiating contractual terms, and defining the investment level required to activate.
• Onboard new partners through a structured onboarding process to accelerate time to first co-sell opportunity.
• Drive partner sales rhythms including pipeline reviews, deal registration, and forecast calls to maintain accountability and deal velocity.
• Collaborate with internal account teams and solution specialists to align partner capabilities to specific customer business needs.
• Facilitate partner enablement and training to ensure partner resources can articulate solution value to their own customers.
• Monitor co-sell metrics, pipeline attainment, and partner performance against agreed targets, and escalate gaps to sales leadership.
• Leverage partner and customer feedback to identify friction points in the co-sell process and recommend corrections to program teams.

• Bachelor's degree in Sales, Marketing, Business Operations, or a related field, or equivalent work experience.
• 5 or more years of channel sales, alliance management, or partner development experience, with demonstrated quota attainment in a co-sell or indirect revenue model.
• Proven ability to recruit, onboard, and develop technology partners including ISVs, MSPs, or value-added resellers.
• Experience building and managing co-sell pipelines with partner organizations, including joint forecasting and account planning.
• Strong relationship management skills at partner executive and internal stakeholder levels, including CxO engagement.
• Excellent communication and presentation skills with the executive presence needed to represent the program externally.
• Demonstrated commercial acumen, including the ability to build partner business cases and negotiate program terms.
• Ability to manage multiple partner relationships simultaneously across a defined territory or account set.

• Familiarity with cloud marketplace co-sell motions, partner program compliance requirements, or indirect licensing models such as CSP.
• Experience working across multi-country or multi-cultural partner ecosystems with exposure to regional reseller coverage planning.
• Background in a SaaS, fintech, or enterprise software environment where partner-influenced revenue is tracked as a distinct metric.
• Proficiency in pipeline data analysis and partner performance reporting to support weekly and quarterly business reviews.

• Co-sell pipeline coverage ratio, measuring whether partner-sourced opportunities meet territory targets.
• Partner-influenced revenue as a percentage of total quota, reflecting the channel's contribution to overall attainment.
• New partner activation rate per quarter, tracking recruits who move from signed agreement to first registered opportunity.
• Partner retention rate across the managed portfolio, indicating the health of ongoing program engagement.
• IP and service co-sell metric attainment at the account level, measuring compliance with program commitments.
• Typical tools: CRM platform (commonly Salesforce or Microsoft Dynamics); partner portal and deal registration system (commonly partner-specific or PRM platforms).

• Base Salary Range: $90,000 to $130,000 annually, depending on seniority and territory scope.
• Bonus: Variable commission plan tied to co-sell pipeline attainment and partner-influenced revenue, typically 20 to 30% of base.
• Equity: Stock options or RSUs offered by larger technology employers, less common at mid-market.
• Health Benefits: Medical, dental, and vision coverage standard across most employers in this sector.
• PTO: 15 to 20 days annually, with some employers offering unlimited PTO.
• Common Perks: Travel reimbursement, home office stipend, conference and event attendance, and education reimbursement for relevant certifications.

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

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to applicants and employees with disabilities throughout the hiring process and in the workplace upon request. All offers of employment are contingent on successful completion of a background check. Candidates must be authorized to work in the United States without sponsorship, unless otherwise stated in the specific job posting.

The Channel Sales Executive owns the full partner lifecycle, building and managing a co-sell ecosystem that aligns Microsoft solutions to customer business needs across horizontals and verticals. Working closely with account teams, solution units, and business groups, the Channel Sales Executive delivers measurable growth in Microsoft product consumption by driving co-sell pipeline velocity and tracking IP and service metrics at the account level.

Key Responsibilities

• Build and manage a partner ecosystem to drive co-sell opportunities and digital transformation initiatives.
• Align Microsoft solutions to specific business needs across horizontals and verticals.
• Deliver and integrate partner expertise into sales cycles to grow consumption of Microsoft products.
• Lead identification of new and emerging partnership opportunities across verticals.
• Drive collaboration between stakeholders to create demand and establish quality partner connections.
• Lead partner strategy efforts and engage in partner-to-partner collaborations.
• Track and drive IP and service co-sell metrics across teams at account level.
• Develop pipelines with co-sellers and ensure right co-sell prioritization and pipeline coverage.
• Leverage partner and customer feedback to identify and alleviate key success blockers.

Required Qualifications

• Bachelor's degree in Sales, Marketing, Business Operations, Business Administration, or related field.
• 9+ years of core sales, channel sales, industry or solution selling, or business development experience.
• Proven track record of driving co-sell pipeline velocity and subsidiary attainment of co-sell metrics.
• Strong knowledge of Microsoft's sales compliance processes and policies.
• Experience engaging partners across geographies and scaling offerings across accounts.
• Excellent communication and presentation skills with strong executive presence.
• Ability to orchestrate cross-functional stakeholder processes and generate partner trust.

Embedded within Finastra's regional sales organization, the Senior Territory Channel Sales Executive leads the design and execution of a partner program strategy that drives scalable, profitable growth across an assigned territory. Working closely with executive stakeholders at both Finastra and partner organizations, the Senior Territory Channel Sales Executive recruits, onboards, and develops reseller partners to expand geographic coverage and accelerate time to revenue.

Core Functions

• Identify partnership potential and drive actionable implementation plans to accelerate growth in the partner community.
• Establish clear performance metrics across partner types, solution areas, and partner maturity levels.
• Develop and maintain meaningful relationships at partner executive level and Finastra stakeholder levels.
• Create a regional Partner Reseller coverage model for the defined geographic extension strategy.
• Lead the regional channel plan to identify coverage gaps and partners to fill those gaps.
• Recruit partners by communicating the Finastra opportunity, negotiating contractual terms, and agreeing investment levels.
• Define, lead, and execute channel strategy through an agreed business plan with partners.
• Onboard partners with an onboarding team to build pipeline and accelerate time to revenue.
• Provide accurate pipeline forecasts on a weekly basis.
• Ensure partners meet and maintain all contractual and partnership obligations with Finastra.

Qualifications and Experience

• Bachelor's degree or equivalent experience.
• 8+ years of enterprise software sales, alliances, or channels experience.
• Demonstrated track record of successful quota attainment in sales or channel sales roles.
• Experience working within FSI markets and payments environment is advantageous.
• Strong commercial acumen with demonstrated ability to think strategically and analytically.
• Excellent written and verbal communication skills with executive presence.
• Existing network and relationships within the regional partner ecosystem.
• Ability to build and convey compelling value propositions to executive-level stakeholders.
• High levels of energy, resilience, and emotional intelligence with results-driven personality.
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Reporting to the Vice President of Sales, the Channel Sales Executive builds business by identifying and selling prospects, managing a revenue-targeted pipeline, and maintaining long-term client relationships. Partnering with assigned vertical teams, the Channel Sales Executive contributes to monthly and quarterly revenue attainment through high-volume cold outreach, pipeline forecasting, and weekly progress reviews with sales leadership.

Primary Duties

• Build business by identifying and selling prospects and maintaining relationships with clients.
• Identify business opportunities by evaluating prospects and analyzing sales options.
• Develop and maintain an awareness of market behavior and competitive trends.
• Manage sales pipeline, forecast monthly sales, and identify new business opportunities.
• Regularly meet with the Vice President of Sales to review weekly sales activities and progress on goals.
• Execute high-volume cold outreach via phone and email campaigns.
• Maintain thorough understanding of all Spectrio offerings and order processing systems.
• Communicate progress of weekly, monthly, and quarterly revenue and partner initiatives to leadership.

Skills and Qualifications

• 5-7 years of channel sales experience against revenue objectives.
• Proven experience engaging with all levels of an organization from entry-level to C-Suite.
• Experience building and maintaining long-term client relationships.
• Proficient in Salesforce and skilled in organization and consolidation of data.
• Excellent analytical, interpersonal, and communication skills.
• Results-oriented with strong problem-solving and negotiating skills.
• Well organized and detail-oriented with ability to work independently and within a team.

Sitting at the intersection of field sales and agriculture technology, the Channel Sales Executive drives demand creation and product adoption by engaging channel customers, growers, distributors, and retailers across an assigned geography. Operating across the full agriculture value chain, the Channel Sales Executive manages strategic partner accounts, forecasts channel revenue, and collaborates with the inside sales team to meet and exceed monthly goals.

Duties

• Execute significant pull-through activities at retail locations within the geography.
• Conduct strategic account management, including business planning and forecasting with strategic partners.
• Attend industry events and execute all required outside activities on behalf of the company.
• Spend time with distributors, retailers, and their representatives for training and joint customer calls.
• Coordinate field-based activities closely with the inside sales team and field scheduler.
• Forecast channel revenue and manage and grow sales through existing and new customers.
• Meet and exceed monthly goals by managing sales activity according to agreed market strategy.
• Maintain proper documentation within CRM tools and execute administrative responsibilities in a timely manner.

Education and Experience

• Bachelor's degree preferred, or equivalent experience.
• Minimum 5 years of agriculture-related experience.
• In-depth knowledge of the agriculture value chain and demonstrated insights into future market trends.
• Demonstrated experience operating within a sales culture of collaboration, accountability, and teamwork.
• Skilled in G Suite and CRM tools, currently HubSpot.
• Excellent presentation, negotiation, and communication skills.
• Strong foundation for strategic and tactical selling of complex products.
• Directly involved in the innovation process including discovery, development, and commercialization.

A key member of the channel sales team, the Senior Channel Sales Executive identifies and onboards affiliate partners, monitors partner sales activity through data analysis, and ensures all revenue and profit margin targets are met. Collaborating across product development and channel management, the Senior Channel Sales Executive delivers weekly sales reports, supports campaign implementation, and maintains compliance standards across the partner network.

Accountabilities

• Identify and onboard new channel sales partners onto the company's affiliate program.
• Grow sales revenue through new and existing channel sales partners and ensure all sales and profit margin targets are met.
• Communicate regularly with channel sales partners to ensure active engagement.
• Monitor and improve partner sales activity by performing data analysis.
• Assist Channel Sales Manager to implement product launches and campaigns.
• Conduct compliance monitoring and compliance communication with channel sales partners.
• Deliver weekly sales reports to the Channel Sales Manager.
• Provide product feedback from sales partners to the Product Development team.

Experience and Qualifications

• Bachelor's degree or diploma in business-related fields.
• Minimum 1-2 years of sales experience including cold calling and leads prospecting.
• A good understanding of internet-based sales and digital marketing is advantageous.
• Highly numerate and proficient in MS Excel, including generating reports and graphs from data.
• Excellent written and verbal communication skills in English, including presenting and reporting.
• Effective sales partnership management and negotiation skills.
• Able to work within tight deadlines and across different time zones.
• Comfortable working on flexible hours to match US business partner schedules.

Revenue growth through financial services co-sell partnerships depends on the Senior Channel Sales Executive, who manages co-selling motions with partners to influence consumption of the Billtrust Platform and Business Payment Network. Based within the sales organization, the Senior Channel Sales Executive builds internal and external partnerships, facilitates partner enablement, and delivers strategic analysis and recommendations to Billtrust management.

Strategic Responsibilities

• Managing co-selling with financial services partners to influence consumption of the Billtrust Platform and BPN.
• Develop a pipeline with co-sellers and participate in sales forecasting and account planning to identify and address gaps.
• Build partnerships with internal and external teams to facilitate sales enablement and marketing initiatives.
• Leverage subject matter expertise to articulate customer, partner, and sales value propositions.
• Facilitate training and enablement of partner resources to evangelize the business value of Billtrust solutions.
• Inspect partner and Billtrust engagements to ensure maximum revenue potential is achieved.
• Evaluate partner strategies and provide analysis and recommendations to Billtrust management.

Professional Experience

• Bachelor's degree or equivalent preferred.
• 5+ years of proven experience in a selling role driving revenue through partnerships, alliances, and channel programs, preferably in SaaS.
• Channel sales experience with a demonstrated track record of growing company revenue and exceeding assigned goals.
• Strong communication and presentation skills with ability to interface effectively with key stakeholders up to CxO levels.
• Proven experience identifying, signing, and managing high-value relationships with a customer-focused approach.

As the Channel Sales Executive, this role develops and executes long-term strategies for MSP partners, covering sales planning, partner onboarding, and quota attainment within an assigned patch. The marketing, success, and support teams rely on this work to execute coordinated sales strategy and maintain strong partner engagement across roadshows, product demonstrations, and industry events.

Key Deliverables

• Develop a long-term strategy for MSP partners focused on sales planning, execution, and business development.
• Work collaboratively with marketing, success, and support teams to execute sales strategy and stay current on product enhancements.
• Close deals within patch at or above quota by segmenting partners and building a channel pipeline.
• Successfully onboard new partners, conduct strategic discovery calls, and identify business goals, challenges, and gaps.
• Represent Datto at industry events, roadshows, and demonstrations.

Position Requirements

• Experience working in a multi-country and multi-cultural environment.
• Exceptional consultative selling and closing skills.
• Excellent forecasting and pipeline management capabilities.
• Positive mindset with natural curiosity and sincere empathy to understand and overcome partner challenges.
• Dutch language proficiency required.

Channel Sales Executive leads GTM motions with GSI and strategic partners, owning revenue goals and driving pipeline in collaboration with sales and partner teams. Success in the position means managing all aspects of partner relationships at senior levels, executing marketing and sales campaigns, and representing Freshworks externally to accelerate growth in the CRM and ITSM space.

Role Responsibilities

• Lead GTM with GSI and strategic partners.
• Manage all aspects of partnerships including owning partner relations and ensuring partner success.
• Explore new partnership opportunities and execute marketing and sales campaigns.
• Own the revenue goal and work with partners and sales teams to drive pipeline and achieve targets.
• Represent partners internally and Freshworks externally at senior levels.

Background and Experience

• Bachelor's degree from a top-tier university.
• 6-8 years of work experience, ideally in the CRM or ITSM space.
• Track record of managing and developing direct or indirect pipeline and exceeding sales quota.
• Ability to think strategically and manage complex projects and partnerships.
• Detail-oriented with strong project management and organizational skills, comfortable with ambiguity.
• Strong bias toward collaboration and ability to work effectively in cross-functional and dispersed teams.
• Global mindset with flexible work style and comfort in fast-paced environments.

The Channel Sales Executive owns the planning and execution of key account strategies within the discount channel of consumer goods, aligning customer activities with budget and business requirements. Working closely with account teams and sales leadership, the Channel Sales Executive delivers on revenue targets by analyzing market share, competitor activity, and customer P&L to propose solutions that meet customer objectives.

Key Responsibilities

• Define and execute strategies and plans for key accounts in line with business requirements and customer vision.
• Plan and manage customer activities in line with budget and manage the process of order and delivery.
• Ensure achievement of agreed key account targets and KPIs.
• Understand key customer needs and requirements and propose solutions that meet customer objectives.
• Analyze customer P&L and take actions as necessary.
• Analyze industry market share, competitor prices, and competitor activities.

Required Qualifications

• Bachelor's degree in related fields.
• Minimum 5 years of experience in discount channel of consumer goods.
• Strong communication and analytical skills, competent in planning and reporting.
• Proficient in MS Office programs.
• Previous experience in team management.
• Proficiency in English, both written and spoken.
• Active driver's license with no restriction on travel.

Embedded within the channel sales team, the Channel Sales Executive bridges communication between customers, partners, and the engineering team, validating partner needs and managing funnels to seize sales opportunities. Working closely with support and management teams, the Channel Sales Executive drives and manages sales and marketing campaigns while maintaining a high partner satisfaction rate.

Core Responsibilities

• Bring new partners on board and maintain relationships with existing partners.
• Coordinate with support and management teams to deliver and meet customer and partner expectations.
• Act as a bridge for communication between customers, partners, and the engineering team.
• Access, clarify, and validate partner needs and performances at regular intervals to maintain a high partner satisfaction rate.
• Coordinate with other sales channels to avoid potential conflicts.
• Coordinate with partner sales personnel to maximize sales.
• Manage funnels, forecast, and seize sales opportunities.
• Drive and manage sales and marketing campaigns.

Minimum Qualifications

• Minimum 3 years of work experience.
• Thorough understanding of the industry.
• Solution-oriented outlook with ability to build lasting relationships.
• Exceptional communication skills.
• Flexible to travel to partner locations.

Reporting to sales management, the Channel Sales Executive builds and maintains relationships with existing customers and business partners while sourcing new business opportunities within an assigned accounts base. Serving as the primary point of contact for order processing and inventory communication, the Channel Sales Executive ensures on-time order fulfillment and supports the team in meeting monthly and quarterly revenue targets.

Scope of Work

• Build good relationships with existing customers and business partners.
• Source new businesses and manage accounts receivable to ensure timely collections.
• Work closely with the team to drive sales to meet monthly and quarterly targets.
• Maintain regular communication with customers on inventory, price, and product updates.
• Process orders including quotations, purchase orders, delivery orders, and invoicing.
• Ensure on-time order fulfillment.

Knowledge Skills and Abilities

• Professional certificate, NiTEC, diploma, advanced diploma, or graduate diploma in any field.
• At least 1 year of working experience in distributor or channel sales.
• Able to work independently and in a team-oriented environment.
• Positive attitude with ability to start immediately preferred.
• Singaporean citizens only.

The Channel Sales Executive delivers scientific and commercial credibility across an assigned territory in the life science sector, consulting with customers on genetic analysis technology solutions and managing the full sales cycle from prospecting to close. Working closely with sales leadership and operations teams, the Channel Sales Executive maintains current market knowledge, conducts selling presentations across the genetic analysis portfolio, and ensures complete customer satisfaction at all times.

What You'll Do

• Demonstrate technical credibility to consult with customers on technology solutions.
• Commit to rigorous territory planning, market knowledge, and accurate and timely forecasting.
• Develop and manage a business plan to meet or exceed business goals for the territory.
• Understand scientific and business needs of the customer to win business.
• Consistently and accurately manage the sales process including forecasting, pipeline management, and tracking using CRM.
• Develop and maintain current knowledge of genetic analysis markets, products, and buying practices.
• Utilize product and application knowledge across the genetic analysis portfolio to conduct selling presentations.
• Assist in the identification and recruitment of new salespeople as required.
• Represent the company professionally, ethically, and morally at all times.

Technical Qualifications

• Bachelor's degree in Biology, Molecular Biology, Biochemistry, or related field; Master's or PhD is desirable.
• Minimum 3-5 years of sales experience or 10+ years of related channel management experience in Life Science with capital equipment experience.
• Extensive knowledge of Next-Gen Sequencing and Cell Biology.
• Strong desire to win business and establish long-term customer relationships.
• Active, self-confident, dedicated, and highly enthusiastic with excellent communication and coordination skills.
• Strong learning ability and ability to work under significant work pressure.
• Good command of English.

Sitting at the intersection of cloud sales and partner channel management, the Channel Sales Executive drives Microsoft Cloud share through Indirect Providers, Operator channels, Breadth ISVs, and other partner channels to exceed assigned targets. Operating across the Microsoft partner ecosystem, the Channel Sales Executive leads pipeline reporting, runs partner sales rhythms, and accelerates ACR through bundled offerings, migration plays, and CSP conversion from legacy licenses.

Ownership Areas

• Drive Microsoft Cloud share through Indirect Providers, Operator channels, Breadth ISVs, and other partner channels.
• Lead the partner pipeline reporting process to provide visibility into customer opportunities.
• Run partner sales rhythms to bring focus, accountability, and deal velocity.
• Support closing of high-value strategic opportunities through partners.
• Collaborate with Hi-Po ISV Breadth Partners and activate them through Marketplace.
• Expand partner reach through reseller and ISV Breadth recruit motions.
• Accelerate ACR through DCM and Migration plays.
• Drive CSP conversion from legacy licenses.
• Expand partner channel reach through bundled offerings across Microsoft devices and cloud services.

Qualifications and Experience

• Bachelor's degree in Sales, Marketing, or Business Operations; MBA desired.
• 1-5+ years of experience in core sales, channel sales, SMB and scale model, or business development.
• MS platform experience preferable, especially Azure.
• Reasonable level of technical proficiency to understand partner ecosystem solutions.
• Strong partner relationship management and solution development skills.
• Strong executive presence with excellent communication and presentation skills.
• Problem-solving mentality with ability to leverage internal and external resources and resolve conflict.
• Inclusive and collaborative approach driving teamwork and cross-team alignment.

A key member of the Byphone channel sales team, the Channel Sales Executive proactively seeks and builds strategic partnerships across the UK and Ireland, coordinating internal personnel and partner resources to meet performance objectives and profitable sales targets. Collaborating across support, service, and technology vendor networks, the Channel Sales Executive ensures partner compliance, leads joint planning processes, and identifies greenfield opportunities within assigned sectors.

Activities

• Proactively seek new channel partners throughout the UK and Ireland to form strategic partnerships within assigned sectors.
• Build, maintain, and manage relationships with current and prospective channel partners.
• Establish productive and professional relationships with key personnel in assigned partner accounts.
• Coordinate Byphone personnel including support, service, and management to meet partner performance objectives.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Ensure partner compliance with Channel Partner programs and agreements.

Skills and Qualifications

• Previous experience driving channel sales within the same product category and channel is beneficial.
• Experience selling in the Software space via channel partnerships is beneficial.
• Effective communicator with excellent interpersonal skills and ability to build strong relationships.
• Driven, highly motivated, and results-oriented.
• Aligned with company values and working in accordance with those values.

Channel Sales Executive advances new business growth by actively seeking sales opportunities through cold calling, networking, and social media, while maintaining a current and prospective customer database via Salesforce. The work directly supports pipeline development and revenue generation by preparing proposals, conducting presentations, and closing sales in the ICT and marketing sector.

Day-to-Day Responsibilities

• Actively seek out new sales opportunities through cold calling, networking, and social media.
• Identify customer needs and generate new sales opportunities.
• Prepare proposals, conduct presentations, and close sales.
• Provide account support and attend meetings as required.
• Keep up with product and service offerings and updates.
• Create and maintain a database of current and potential customers via Salesforce.

Experience and Qualifications

• Degree in ICT, Marketing, or related discipline.
• 2-3 years of relevant sales experience with demonstrated sales skills.
• Strong knowledge of MS Office applications.
• Proficient in Salesforce CRM.
• Able to communicate clearly and concisely both orally and in writing.
• Strong organizational skills with ability to multitask.
• Demonstrated integrity, independent thinking, judgment, and respect for others.
• Highly motivated and ambitious in achieving goals.