CHANNEL SALES MANAGER JOB DESCRIPTION

Partner revenue does not grow on its own. When a Channel Sales Manager is absent or ineffective, reseller pipelines stall, co-selling motions never launch, and quota attainment across the partner network falls short of what the product opportunity actually supports. This role owns the commercial relationships with VAR, reseller, and OEM partners, running joint business planning and enabling partners to carry solutions into enterprise accounts. It sits within the go-to-market organization, answering to sales leadership and working alongside product, marketing, and field sales to keep partner-driven revenue on track.

As the Channel Sales Manager, you develop and execute joint business plans with assigned technology partners, translating partner capacity into qualified pipeline and closed revenue across enterprise accounts. You work within the broader B2B sales organization, coordinating with field sales, marketing, and solutions engineering to ensure partner enablement and quota attainment align with company targets.

Career Impact: Owning a named partner portfolio of VARs and resellers gives you documented proof of partner-sourced revenue attainment, a credential that carries significant weight when moving into senior channel or alliance leadership roles.

Business Impact: Partners in this portfolio reach enterprise accounts that direct sales teams cannot cover at scale, and the Channel Sales Manager's ability to enable and activate those partners directly determines how much of that addressable market converts to revenue.

Growth Opportunity: The combination of enterprise solution selling, joint business planning, and cross-functional coordination builds the skill set that feeds into Channel Director, Alliance Manager, and VP of Partnerships tracks within three to five years.

• Lead joint business planning with assigned VAR, reseller, and OEM partners to establish mutual revenue targets and quarterly milestones.
• Drive demand generation activities in collaboration with partners, including co-marketing programs, account mapping, and co-selling engagements.
• Enable partners to understand, position, and sell the full solution portfolio through structured training and ongoing sales support.
• Recruit and onboard new qualifying partners that meet the ideal partner profile for enterprise segments.
• Own forecast accuracy across the partner portfolio, providing reliable monthly and quarterly pipeline reports to sales leadership.
• Coordinate pre-sale support between regional sales managers, solutions engineers, and partners to advance opportunities through the sales cycle.
• Monitor partner performance against KPIs and conduct regular business reviews to address gaps and reinforce execution plans.
• Manage partner compliance with program agreements and drive adoption of company sales initiatives across the assigned network.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 5 or more years of enterprise channel sales experience, with demonstrated success managing VAR, reseller, or OEM partner relationships.
• Proven track record of meeting or exceeding partner quota expectations across a named territory or account set.
• Experience enabling and aligning channel partners through demand generation and the full sales cycle.
• Strong organizational and planning skills with ability to manage multiple partner engagements and forecasting commitments simultaneously.
• Ability to engage and influence senior-level stakeholders at both partner and end-customer organizations.
• Excellent verbal, written, and presentation skills with experience delivering solution demonstrations and formal business reviews.

• Prior experience in enterprise software, mobility hardware, or digital experience platform sales within a channel-led go-to-market model.
• Familiarity with structured sales methodologies such as MEDDIC or MEDDPIC applied to partner-sourced opportunities.
• Experience working in a growth-stage technology company where channel coverage was being built rather than maintained.
• Established relationships within enterprise customer or channel accounts in a relevant vertical such as retail, financial services, or manufacturing.

• Partner-sourced pipeline value as a percentage of assigned quota, measured monthly.
• Partner quota attainment rate across the managed portfolio, reviewed each quarter.
• Number of net-new qualifying partners recruited and onboarded within a rolling twelve-month period.
• Forecast accuracy variance between submitted pipeline and actual closed revenue, tracked quarterly.
• Partner training completion rate across the assigned reseller and VAR network.
• Typical tools: CRM platforms (commonly Salesforce or HubSpot); partner portal and PRM systems (commonly Impartner or Allbound).

• Base Salary Range: $95,000 to $130,000 depending on experience and territory scope.
• Bonus: Variable commission plan tied to partner-sourced revenue, typically 20 to 30 percent of base.
• Equity: Stock options or RSUs common at growth-stage and mid-size technology companies.
• Health Benefits: Medical, dental, and vision coverage, employer contribution varies by company size.
• PTO: 15 to 20 days annually, plus standard US federal holidays.
• Common Perks: Home office stipend, travel expense reimbursement, sales incentive trips, and professional development budget.

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

Reasonable accommodations are available to applicants with disabilities throughout the hiring process and in the performance of job duties; please notify the recruiting team of any accommodation needs. 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. Employment is contingent on successful completion of a background check. Candidates must be authorized to work in the United States.

The Channel Sales Manager owns the full cycle of third-party inbound and outbound tele-sales channels, managing partner relationships, budgets, quality assurance, and go-to-market strategy to drive conversions and profitable sales volume. Working closely with partners and internal stakeholders, this role shapes the tele-sales program by leveraging AI and telephony improvements to deliver measurable gains in customer experience and cost of acquisition.

Key Responsibilities

• Manage the relationship and day-to-day operations of third party inbound and outbound tele-sales channels.
• Meet and exceed assigned targets for conversions, profitable sales volume, cost of acquisition, leakage/churn, and customer experience.
• Work with partners to identify key opportunities, develop incentive programs, build accurate sales forecasts, and remove obstacles.
• Educate partners on new products, pricing, competitive activity, and other programs as required.
• Solicit feedback from partners, sales teams, and other individuals to better enable sales and enhance the customer experience.
• Develop and execute short-term and long-term inbound and outbound tele-sales strategy.
• Support the creation of effective training materials, go-to-market messaging, and execution of sales and marketing campaigns.
• Report on performance, achievements, and assigned metrics, conduct monthly business reviews, and share results with partners and key internal stakeholders.
• Manage quality assurance, compliance, complaint resolution, and customer feedback.
• Leverage and recommend improvements to technology and telephony and utilize AI and available software to identify trends, customer sentiment, and areas for refinement.
• Manage the budget, expenses, cost of acquisition, partner contracts, negotiations, and compensation.

Required Qualifications

• Bachelor's degree in business, marketing, or related discipline preferred.
• Minimum 7 years' combined experience in sales, channel management, and/or call centre management.
• Successful track record of profitable selling and managing relationships with customers and channel partners.
• Experience leading or directly supporting inbound or outbound telesales teams strongly preferred.
• Call centre sales and/or management experience strongly preferred.
• Well versed in interpreting raw data including sales patterns, call and sales volumes, and marketing touchpoints.
• Proficient in Microsoft Word, Excel, and PowerPoint.
• Strong partner, coaching, and sales management skills.
• Able to build relationships and engage effectively across all levels of an organization.
• Ability to successfully manage projects and resources.

Embedded within the B2B channel team, the Channel Sales Manager develops go-to-market strategy and manages growth across all assigned channels through outreach, business development, and relationship management. Working closely with cross-functional product and channel departments, this role advances business performance by compiling channel data and translating insights into recommendations that strengthen stakeholder engagement.

Core Functions

• Manage and support ongoing growth for all assigned channels through outreach, business development, and relationship management.
• Introduce new products and services to target stakeholders, creating engagement and growth.
• Ensure robust connection and ongoing engagement with external stakeholders, ensuring awareness of key focus areas and how they connect to stakeholder needs.
• Participate in channel and market development strategy and application.
• Work successfully with organizations to advance business performance and proactively develop go-to-market plan and GTM channel strategy.
• Compile and assess key channel data along with accurate and detailed information in CRM, using data and insights to formulate recommendations and reports.
• Support strong collaboration with other channels and product departments to effectively represent B2B as a channel.

Qualifications and Experience

• BA in business, marketing, communications, or related field, MBA preferred.
• Minimum 6 years of experience in business development, sales, account management, or partner relationship management.
• Experience working with and managing B2B clients independently.
• Ability to identify and map business strengths and customer needs.
• Maintain a strong understanding of products and services, innovating new ways to serve B2B channel.
• Demonstrated strength with digital technologies and CRM tools, including Microsoft Office products.
• High-level stakeholder management skills with ability to work with senior level executives.
• Analytical thinker with experience in qualitative and quantitative analytics.
• Excellent communication, collaboration, presentation, and negotiation skills.
• Proficiency in English.

Reporting to senior sales leadership, the Channel Sales Manager promotes commercial security products directly into end user accounts and manages installation partner relationships within a defined territory to achieve monthly and annual sales targets. Partnering with customers and key decision makers, this role delivers sustained new business growth by developing collaborative account plans and driving market share from competitors.

Primary Duties

• Ensure achievement of monthly and annual sales targets for the product portfolio.
• Position the company as a strategic partner through valued business relationships and behavior.
• Promote products directly into end user accounts and own the relationship and business delivery.
• Profile and identify new accounts within defined territory to deliver new business for sustained growth.
• Develop clear and detailed understanding of customer organizations, key decision makers, and key influencers to create and sell the value proposition, recording into Salesforce.
• Drive market share from competitors by building relationships with their key customers and selling the value proposition and brand.
• Provide support to customers on business generation and development activities including sales calls, sales training, product training, and end user product demonstrations.

Skills and Qualifications

• Ambitious, self-motivated, hard-working, result-oriented, and a problem solver with a positive outlook and clear focus on driving profitable sales.
• Ability to demonstrate and articulate the difference between good and bad business opportunities.
• Natural forward planner who critically assesses own performance.
• Mature, credible, highly professional, and comfortable dealing with individuals at senior levels.
• Confident, tenacious team player with strong self-discipline, remaining calm in high pressure environments.

Sitting at the intersection of partner enablement and revenue delivery, the Channel Sales Manager cultivates commercial relationships with assigned partners and leads joint planning processes to develop mutual performance objectives and financial targets for wearable barcode scanning solutions. Operating across partner organizations and internal sales teams, this role generates demand, ensures partner compliance, and proactively recruits new qualifying partners to exceed revenue goals.

Scope of Work

• Cultivate strong working relationships at assigned partners.
• Support and execute channel-driven sales plans with partners, systems engineers, and sales specialists.
• Generate demand among prospects and customers in collaboration with partners.
• Enable partners to understand and sell solutions and products.
• Deliver revenue and profitability targets while enhancing partner and customer satisfaction.
• Ensure accuracy of account planning and forecasting across partners, customers, and prospects.
• Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Lead solution development efforts that best address end-user needs while coordinating involvement of all necessary company and partner personnel.
• Ensure partner compliance with partner agreements and drive adoption of company programs among assigned partners.
• Proactively recruit new qualifying partners.

Experience and Qualifications

• 3-5 years of experience growing sales through partner relationships.
• 3-5 years of experience enabling and aligning channel partners through demand generation and the sales cycle.
• Proven track record of exceeding revenue goals.
• Prior experience in the mobility field, rugged hardware experience preferred.
• Prior experience in a growth startup and solution selling.
• Strong hunter mentality to drive growth within the partner community.
• Strong organizational, planning, communication, and negotiation skills.
• Customer-obsessed approach to innovation and quality.
• Positive, growth-oriented mindset.

A key member of the partner sales team, the Channel Sales Manager builds and grows relationships with new and existing solution partners, with a focus on identifying and onboarding agencies aligned to the Ideal Partner Profile within the DXP and CMS market. Collaborating across marketing and agency sales teams, this role qualifies opportunities, forecasts pipeline, and co-develops go-to-market programs to meet assigned sales goals.

Day-to-Day Responsibilities

• Meet or exceed assigned sales goals.
• Grow business relationships with new and existing solution partners.
• Identify, recruit, and onboard new solution partners with a particular focus on agencies that meet the Ideal Partner Profile.
• Educate partners and their clients about the platform's capabilities.
• Understand and identify client objectives and needs and align solutions accordingly.
• Support agency sales teams with demos, RFIs, and RFPs.
• Actively support joint marketing teams with co-marketing programs to drive business.
• Perform engaging sales presentations and demonstrations.
• Accurately qualify opportunities and forecast sales pipeline.
• Keep CRM clean and up to date.

Professional Experience

• 5+ years of enterprise software and solution sales experience.
• 2+ years in the web development industry, preferably in a DXP or CMS vendor.
• Proven, successful track record in sales.
• Knowledge of the Digital Experience Platform market space, competitors, and related industries.
• Comfortable talking to C-level at both customers and agency partners.
• MEDDIC/MEDDPIC sales training preferable.
• Excellent presentation, demo, business writing, and oral communication skills.

Sustained business growth across retail and CPG channels depends on the Channel Sales Manager, who collaborates with sales and marketing leadership to develop segmentation frameworks, size market opportunities, and build specific channel execution programs. Based within the broader sales organization and working alongside field sales teams, this role directly supports revenue expansion by translating competitive analysis and cross-functional input into clear distribution strategies and go-to-market plans.

Strategic Responsibilities

• Collaborate with leaders to evaluate strategic objectives and opportunities, gather and synthesize relevant data, assess plausible scenarios, and develop final plans to drive business growth.
• Develop customer, channel, and geographical segmentation framework in conjunction with sales and marketing leadership to clearly identify where to invest resources and maximize opportunity.
• Work with cross-functional teams to size the market opportunity, assess the competitive environment, and develop specific segment execution programs.
• Develop specific channel product portfolio, point-of-sales programs, pricing guidelines, equipment recommendations, and other implementation elements.
• Communicate and work cohesively with field sales teams on distribution, programs, and execution.
• Develop team capabilities through training and development.

Background and Experience

• Bachelor's degree in marketing, finance, statistics, economics, business, or related fields.
• 5+ years of relevant experience in corporate strategy, product development, trade marketing, and/or Retail/CPG/Foodservice industries.
• Strong quantitative skills with strength in industry analysis and sales/trade marketing execution.
• Proficient in Microsoft Office applications including Word, Excel, and PowerPoint.
• Strong project management, organizational, analytics, and communication skills.
• Self-starter that is resourceful and can work autonomously, meeting deadlines and delivering on commitments.
• Ability to build effective relationships with high levels of self-awareness and empathy.
• Comfortable presenting to executive leadership, key customers, and national sales organizations.
• Ability to deal well with ambiguity, adapt to change, and make decisions without having the total picture.

As the Channel Sales Manager, this role establishes and manages strategic partner relationships with North American executives across product, sales, and supply chain teams to drive co-selling opportunities and deliver against revenue targets for immersive solutions. The cross-functional sales organization relies on this work to align priorities, deliver partner training, and anticipate market trends that open new joint business opportunities.

Ownership Areas

• Establish excellent relationships with North American executives from strategic partners including within product, sales, and supply chain/procurement teams.
• Serve as the customer advocate and subject matter expert on the partner's portfolio of immersive solutions to drive sales motions and accelerate growth.
• Provide thought leadership to influence sales strategies and initiatives that align to grow market share and deliver against sales targets.
• Drive strong cross-team collaboration with key stakeholders in sales, marketing, legal, supply chain, and care to align priorities and define joint execution plans.
• Deliver sales training to partner sales teams with particular focus on key market segments and use-cases.
• Drive co-selling opportunities through shared channel reseller accounts working closely with channel sales teams at both the company and partner.
• Manage an effective sales rhythm of business including joint-business planning, financial reviews, new product launches, and co-selling reviews.
• Anticipate customer, partner, and industry trends.

Technical Qualifications

• 7+ years of experience in the technology industry in sales, business development, and product roles.
• 5+ years in B2B sales and marketing.
• Experience building and maintaining senior level relationships and developing these relationships for business benefit.
• Entrepreneurial, hands-on approach to sales with ability to thrive in a small but growing team.
• Experience delivering product demos to diverse groups of people.
• Willingness to travel across North America.
• Excellent communications, networking, and analytical sales skills.

Channel Sales Manager delivers regional POS targets and grows market share by selling products through a distributor branch network and managing branch execution of corporate plans across the electronics components industry. The work directly supports competitive positioning by conducting market analysis, coaching distributor resources, and coordinating training plans to ensure consistent program execution across all TE business units.

Key Deliverables

• Sell the company's products or services in the field via distributor branch network.
• Call on distributors and prospective customers, providing technical and administrative product information, demonstrations, and appropriate pricing.
• Achieve regional territory and branch POS targets and grow market share.
• Manage branch execution of distributor corporate plans, prioritizing based on market relevance.
• Align priorities and local business plans with distributor sales managers and general managers.
• Manage all market business reviews, driving accountability and conducting regular quote follow-up with distributors and end customers.
• Conduct competitive analysis including market TAM/DTAMs and competitor go-to-market strategies.
• Manage distributor business processes including co-op, POS reporting, and matching.
• Coach and develop distributor business resources and coordinate branch training plans across the product portfolio.

Education and Experience

• Bachelor's degree in business or engineering.
• 5-10 years of experience in sales with at least 3 years in distribution management.
• 5+ years of experience in electronics distribution sales management with either an electronics OEM or electronics distributor.
• Extensive knowledge of the electronics components/systems industry, familiar with local market and customer status.
• Ability to negotiate with executives at all levels of an organization.
• Strong interpersonal and effective communication skills with ability to deliver formal presentations to senior staff.
• Proficiency in English and local language.
• Strong results-orientation, execution characteristics, and proven track record of forging excellent relationships.
• Strong organizational and planning skills with willingness to roll up sleeves and work as part of a team.

The Channel Sales Manager owns retail-specific go-to-market strategies and manages full profit and loss by retailer, driving monthly sales volume, revenue, and DCM targets across assigned channels. Working closely with demand planning and cross-functional teams, this role advances company and retailer growth by developing POS-based forecasts, managing channel conflict, and executing agile solutions on frequent deadlines.

Role Responsibilities

• Develop and execute channel strategy to accelerate both company and retailer growth.
• Meet and exceed monthly sales volume, revenue, and DCM targets by retailer.
• Manage full profit and loss by retailer and create incremental sell-through opportunities to achieve profit plan.
• Support and execute changes to pricing and customer policies to support business deliverables and minimize channel conflict.
• Own supply and demand planning for assigned retailers and work with demand planning teams to develop POS-based forecasts.
• Practice agile, creative problem solving by working independently and with direct team on frequent, short deadlines.

Minimum Qualifications

• Bachelor's degree in business or marketing.
• 3+ years of strategic selling and negotiating experience.
• Experience selling and merchandising with e-commerce retailers, mass retailers, or accelerated growth retailers.
• In-depth understanding of trade channel selling processes, channel management, and financial analysis.
• Analytical abilities with ability to utilize data to formulate or support strategies.
• Ability to manage multiple projects simultaneously with proven organizational skills.
• Communicator with impeccable interpersonal skills, clear and effective writing, and excellent presentation skills.

Reporting to regional sales leadership, the Channel Sales Manager accelerates brand awareness and drives product efforts across distribution branches, serving as the primary contact for channel rep support and coordinating trade show execution. Partnering with distribution partners and the architectural/specifier community, this role expands customer relationships and pulls specifications through to closure to deliver measurable growth in the audio/visual and construction industries.

Accountabilities

• Accelerate training and awareness of systems with distribution branches and help prepare and conduct product presentations.
• Pro-actively drive share of mind of the brand with distribution partners.
• Engage with regional sales managers and distribution partner managers to better understand the customer experience and competitive market impact.
• Interpret market and distribution macro trends into distribution strategies.
• Expand and grow customer level relationships and communications platforms.
• Drive product efforts within the distribution channel including collateral development, communication strategy, merchandising procurement, training tools, and execution.
• Serve as first point of contact for distribution channel rep support and help coordinate and execute trade show efforts.
• Assist distribution partners in driving specification and pulling opportunities through to closure.

Knowledge Skills and Abilities

• Bachelor's degree in business or technical field.
• 5+ years of working experience as a channel sales manager in a related industry.
• Distribution sales experience with ability to manage relationships with assigned partners.
• Familiarity with specification process and the architectural/specifier community.
• Prior experience in the audio/visual, construction, system integrators, building materials, wire and cable industries a plus.
• Strong ability to influence key stakeholders.

Embedded within the enterprise sales team, the Channel Sales Manager develops and executes joint business plans with reseller, VAR, and OEM partners to build a healthy pipeline and meet quota expectations for workspace analytics solutions. Working closely with key individuals within channel partner organizations across territories, regions, and verticals, this role strengthens partner relationships by mapping value propositions to partner priorities and identifying creative incentives that increase sales.

Areas of Ownership

• Develop sales and channel strategies, prepare proposals and quotes, and present workspace analytics solutions.
• Create the map of value propositions into a partner's strategic priorities to create compelling events for their sales force.
• Develop and execute a joint business plan with partners that maps out quota achievement strategies and tactics.
• Identify and develop relationships with key individuals within channel partners who help drive sales in territories, regions, or verticals.
• Provide reliable partner forecasts on a monthly, quarterly, and annual basis.
• Actively develop solid, qualified, and healthy partner sales pipeline and meet quota expectations.
• Identify creative incentives and opportunities to increase sales.
• Serve as a subject matter expert on products and services.
• Manage all territory strategic partnership engagements including partner annual plans and QBRs.

Position Requirements

• 5+ years of enterprise channel sales experience.
• Proven track record of meeting and exceeding partner quota expectations.
• Existing strong relationships within enterprise customer and channel accounts.
• Excellent verbal, written, and presentation skills.
• Strong attention to detail.

As the Channel Sales Manager, this role recruits and develops a channel partner network, builds execution frameworks through KPI monitoring and training, and coordinates cross-functional pre-sale support to achieve sales targets for technical products in sectors including data centers, building automation, and mission critical facilities. The sales organization relies on this work to maintain accurate partner forecasts, support trade show and marketing activities, and ensure a successful channel program through collaboration with engineering, field support, and operations.

Job Functions

• Recruit potential channel partners to provide coverage for territory.
• Develop and execute channel business plans to achieve sales targets.
• Monitor and manage performance of partner network through KPIs.
• Conduct routine technical and sales training sessions with channel partners.
• Coordinate pre-sale support with regional sales managers and channel partners.
• Prepare pricing proposals, technical responses, and/or submittals with channel partners as needed.
• Assist in partner marketing activities such as tradeshows, campaigns, and other promotional activities.
• Maintain forecast and activities of channel partners.

Required Qualifications

• BA/BS with technical background highly desirable.
• 5+ years of experience in direct and channel sales with track record of meeting or exceeding quota.
• Experience in channel development preferably in technical product sales.
• Data center, building automation, mission critical facility, HVAC, fuel system, or fire suppression system experience highly desirable.
• Proficient in MS Office and CRM systems.
• High degree of personal integrity and professionalism.
• Strong attention to detail.