CHANNEL SALES REPRESENTATIVE JOB DESCRIPTION

Channel revenue stalls when nobody owns the reseller relationship from first contact through quota close. That gap is exactly what the Channel Sales Representative fills. Carrying responsibility for both partner recruitment and ongoing enablement across distributor, VAR, and MSP networks, the role demands fluency in solution-selling frameworks and a working command of how B2B technology buyers evaluate HCI, SaaS, and cloud management platforms. Hard work shows up in the numbers.

As the Channel Sales Representative, you build and manage a portfolio of reseller and distributor relationships that convert partner activity into closed revenue against monthly, quarterly, and annual quota targets. You operate within a regional or territory structure, collaborating daily with Account Executives, Product Marketing, and the VP of Sales to keep pipeline data accurate and partner engagement consistent.

Career Impact: Sustained quota attainment across VAR and MSP segments is one of the clearest credentialing signals in B2B technology sales, opening direct paths to Channel Account Manager and regional leadership titles.

Business Impact: When partner pipelines are well-managed and resellers are properly enabled, the downstream effect is measurable revenue growth and reduced competitive loss across the assigned territory.

Growth Opportunity: Exposure to HCI, SaaS, and cloud management solution categories deepens technical fluency that commands higher market value as the channel sales function grows in scope and seniority.

• Develop and execute account plans for existing and prospective channel partners aligned to regional sales strategy and quota targets.
• Qualify and onboard new reseller, VAR, and MSP partners through structured prospecting plans and partner portal enablement programs.
• Manage sales-out business by maintaining pipeline data, running gap analysis, and producing weekly forecast reports for sales leadership.
• Educate partner sales teams on the full product portfolio through regular training activities, communications, and quarterly business reviews.
• Support partner-led end-user opportunities by developing joint strategies that move deals through the sales cycle to close.
• Monitor partner performance indicators including incentive progress, sell-through rates, and new product adoption to prevent pipeline stagnation.
• Coordinate with Product Marketing to communicate competitive feedback, product launch requirements, and market intelligence gathered from partner conversations.
• Maintain accurate records of partner activity, lead qualification, and opportunity stages in the CRM system to support forecasting accuracy.

• Bachelor's degree in Business, Marketing, or a related field, or equivalent work experience.
• 3 or more years of channel sales or inside sales experience, with demonstrated quota attainment in a B2B technology environment.
• Proven ability to recruit, onboard, and develop relationships with distributor and reseller partner networks.
• Strong solution-selling skills including up-sell and cross-sell methodology applied across multi-tier channel structures.
• Excellent verbal and written communication skills, with the ability to present confidently to executive and manager-level contacts.
• Demonstrated organizational skills with the ability to manage multiple partner accounts, forecasts, and reporting cycles concurrently.
• Experience maintaining accurate pipeline and activity records within a CRM platform.

• Experience selling cloud, SaaS, or HCI solutions to mid-market MSPs, VARs, or system integrators at Director or VP level.
• Familiarity with enterprise software revenue models including subscription licensing, partner-tier incentive structures, and deal registration processes.
• Prior exposure to solution areas such as website security, cloud management, or IT infrastructure adds relevant context for partner conversations.
• MBA or equivalent advanced qualification is a differentiator for roles managing higher-value partner portfolios or regional program responsibilities.

Quarterly and annual quota attainment rate, measured against assigned territory revenue targets.

Pipeline coverage ratio, tracking active partner opportunities relative to quarterly quota at a minimum 3x multiple.

Partner recruitment count per quarter, reflecting new VAR, MSP, or distributor relationships activated and trained.

Deal registration volume and conversion rate, measuring how accurately partner opportunities progress through to closed revenue.

CRM data completeness score, reflecting the accuracy and timeliness of partner activity and opportunity records.

Typical tools: CRM platforms (commonly Salesforce or Microsoft Dynamics); partner portal and enablement systems (commonly partner-branded portals).

• Base Salary Range: $65,000 to $90,000 annually, depending on experience and territory size.
• Bonus: Variable commission tied to quarterly and annual quota attainment, typically 20 to 40% of base.
• Equity: Stock options or RSUs offered at some technology employers, more common at Series B and later.
• Health Benefits: Medical, dental, and vision coverage standard across most US technology employers.
• PTO: 15 to 20 days annually, with some employers offering unlimited PTO policies.
• Common Perks: Home office stipend, travel expense reimbursement, and annual sales conference attendance.

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

Accommodations are available to applicants with disabilities throughout the hiring process and during employment. Please notify the recruiting team of any accommodation needs at the time of application. 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, or local law. Employment in this role is contingent on satisfactory completion of a background check. Candidates must be authorized to work in the United States without sponsorship, unless otherwise specified by the employer at the time of offer.

The Channel Sales Representative owns the full cycle of channel partner development, from building account plans aligned to regional strategy to coordinating pre and post-sales support that drives market share growth. Working with Channel and Product Marketing teams, the representative delivers accurate forecasts and performance reporting that sustain consistent achievement of quarterly and annual sales targets.

Key Responsibilities

• Develop sales account plans for existing and new channel partners, in line with regional channel strategy, and execute objectives.
• Develop and train new and existing channel partners in relation to print solutions and sales methodologies.
• Establish long-term business relationships with channel partners.
• Work with Channel and Product Marketing to ensure increased market share and achievement of sales objectives.
• Make sales presentations, perform product demos, and coordinate pre and post-sales support.
• Support channel partner sales opportunities, including qualification and development of joint strategies.
• Manage sales data, incentive progress, new product releases, and key performance indicators on a proactive basis.
• Manage project registrations, price exceptions, and CRM data consistency in SFDC.
• Provide accurate, timely forecasts and report weekly performance and opportunity details.
• Stay abreast of new product introductions, technological advances, and market developments.

Required Qualifications

• Bachelor's degree preferred but not mandatory.
• Minimum 3 years of successful sales experience in the IT sector.
• Demonstrated experience working with distributor and partner networks.
• Background in Auto ID, Retail, Transport and Logistics, or Supply Chain solutions is a plus.
• Proficiency in Microsoft Office packages including PowerPoint, Word, Excel, and Outlook.
• Strong sales skills including sales processes, techniques, and methodologies.
• Ambitious, self-motivated, result-oriented, and proactive problem solver with strong planning ability.
• Fluent in Dutch and English, French is a plus.
• Ability to travel within the region as required.

Embedded within the regional sales organization, the Channel Sales Representative identifies and qualifies prospective reseller partners, educating them on program requirements and managing their onboarding through the partner portal. Working closely with Account Executives and the VP of Sales, the representative sustains a full pipeline of inbound and outbound partner opportunities that expand the company's reseller network across the region.

Core Functions

• Identify and qualify prospective partners to resell products to their customer base via a partner program.
• Educate prospective partners on the partner program, requirements, and deliverables.
• Develop opportunities from prospecting and marketing-generated leads.
• Respond promptly to, engage with, and qualify inbound leads and inquiries from partners.
• Collaborate with sales and marketing team members on strategic sales approaches related to partner productivity.
• Develop and execute a strong prospecting plan for new partners in the region.
• Maintain accurate activity and lead qualification information in SFDC throughout the sales cycle.
• Provide in-depth recruitment information to Account Executives and the VP of Sales.
• Conduct new partner onboarding and ongoing enablement and training using the partner portal.

Qualifications and Experience

• Bachelor's degree required, MBA is a plus.
• Minimum 10 years of experience in channel sales in the software space.
• Prior direct sales experience is an advantage.
• Strong verbal and written communication skills.
• Excellent time management and organizational skills.
• Experience with SFDC and Clari preferred.
• Strong negotiating skills.

Reporting to a supervisor based at the head office in Taiwan, the Channel Sales Representative promotes the full product range across direct and indirect customer channels, applying bottom-to-top sales planning that prioritizes end-user demand to prevent overstocking and slow sales. Partnering with marketing and internal departments, the representative strengthens brand image and delivers the market intelligence needed to sustain competitive pricing and category growth.

Primary Duties

• Understand the company's internal structure, SOPs, and interdepartmental workflows to ensure smooth cooperation.
• Understand the entire product range and promote them with appropriate sales and marketing techniques.
• Maintain and improve relationships with existing customers by establishing strong, trust-based connections.
• Maintain and improve relationships with vendors.
• Proactively approach customers to achieve company targets.
• Monitor run-rate at direct and indirect customers to prevent overstocking and slow sales.
• Obtain periodic market information including in-house market shares, margin structures, and TAM of key product categories.
• Study target product categories and maintain an updated price comparison data set.
• Apply a bottom-to-top sales approach, focusing on end users when formulating sales and marketing plans.
• Cooperate with marketing and other departments to improve sell-through to end users and strengthen brand image.

Skills and Qualifications

• Bachelor's degree, minimum 4 years, preferably in a related field.
• Minimum 3 years of full-time work experience in consumer electronics.
• Strong business acumen with the ability to think strategically, develop action plans, and deliver business development results.
• Demonstrated negotiation skills and ability to succeed in a fast-paced, results-oriented environment.
• Excellent written and verbal communication skills in Dutch and English.
• Energetic, proactive, and positive with a strong sense of ownership and great interpersonal skills.

Sitting at the intersection of technology sales and partner strategy, the Channel Sales Representative shapes business growth by managing quarterly business reviews, pipeline reporting, and gap analysis while positioning HCI and SDI solutions across server, storage, and network domains. Operating across all levels of channel partner organizations, from executive to sales representative, the role advances Lenovo's market presence through strategic engagement plans and targeted enablement activity.

Accountabilities

• Manage sales-out business including pipeline management, reporting, and gap analysis.
• Educate partners on the full benefits of the Lenovo portfolio through key communications and training activities.
• Build and maintain relationships with channel partners across executive, management, product manager, and sales representative levels.
• Develop strategies to help business partners grow their strategic initiatives with Lenovo sales.
• Position HCI and SDI solutions with broad knowledge of server, storage, and network technology.
• Develop, adapt, and execute a strategic engagement plan for each partner and their overall territory.
• Identify business opportunities and apply business intelligence to understand market and competitor influence.
• Ensure Lenovo is top of mind through successful delivery of training and communications.

Experience and Qualifications

• Consistent achievement of quarterly sales quota.
• Experience in Cloud and Software Sales is a strong plus.
• Ability to work with a solution-selling approach including up-sell and cross-sell of products, solutions, and services.
• In-depth knowledge of products, services, industry trends, and competition.
• Excellent communication skills, both written and verbal.
• Fluent in English and Spanish.

A key member of the regional sales team, the Channel Sales Representative delivers channel growth by executing business plans, providing product and sales training to Exchanges and agents, and serving as the primary client contact for strategic planning across healthcare and insurance distribution channels. Collaborating across broker networks and compliance teams, the representative ensures client retention, membership growth, and full adherence to Medicare marketing guidelines.

Duties

• Drive sales through one or more channels and review new products, services, and technologies with clients to ensure retention and growth.
• Develop, implement, and execute business plans and metrics for retaining and growing membership and enhancing profitability.
• Develop sales solutions that consider political drivers, competitive circumstances, constraints, and probable consequences.
• Conduct routine service calls and function as the primary client contact for strategic planning and consultation.
• Support clients by advocating for escalated service issues in a timely and professional manner.
• Provide Exchanges, FMO, or Agent product and sales training effectively.
• Participate in ride-a-longs, in-home meetings, and group meetings to coach agents and ensure compliance.

Education and Experience

• Bachelor's degree in Business, Health Care Administration, or related field, or 6 years of progressive related experience.
• State-specific Insurance Sales Licenses for applicable product lines required or to be obtained within 45 days of hire.
• Experience in Healthcare, Insurance, or Sales.
• Experience managing a broker distribution channel and working with Exchanges.
• Knowledge of Medicare products, associated compliance guidelines, and marketing guidelines.
• Knowledge of insurance products and terminology.
• Strong presentation, communication, negotiation, and organizational skills.
• Ability to speak publicly on a variety of subjects.
• Demonstrated persistence, resilience, creativity, and problem-solving ability.

Sustained growth across the Electrician business channel depends on the Channel Sales Representative, who executes commercial action plans and launch strategies for assigned areas and distributors while serving as the territory liaison to the Electrician Business Development Manager. Based within the electrical distribution industry, the representative validates business plans with Commercial Channel Partners and delivers competitive market feedback that informs product and campaign decisions.

Functions

• Execute platforming, commercial action plans, and an animation strategy for the Electrician business with assigned areas and distributors.
• Define and validate business plans with Commercial Channel Partners under responsibility.
• Provide competitive feedback to the marketing team and facilitate territory liaison to the Electrician Business Development Manager.
• Ensure the success of product, program, and campaign launches including execution of launch strategy and reporting.
• Support clerical requests needed by distributors in their respective assigned areas.

Background and Experience

• University, college, or technical school graduate with an electrical emphasis.
• 3 to 5 years of sales experience in the electrical distribution industry.
• Intensive experience in Home and Distribution and Control, and knowledge of Residential and Industrial Electrician markets.
• Sound knowledge of Channel, Distribution, and Industry business models, processes, and operations.
• Proven sales, presentation, and negotiation skills.
• Strong organizational and interpersonal skills with effective written and verbal communication.
• Functional knowledge of English and French required, with ability to work with stakeholders in Quebec, other Canadian provinces, and internationally.

As the Channel Sales Representative, this role builds and sustains partner and vendor relationships by developing and executing channel sales plans, educating partner staff on initiatives, and compiling monthly pipeline reports that keep management informed of progress. The IT and training organization relies on this work to drive revenue through channel events and programs while maintaining the subject matter expertise needed to support partners at every level of engagement.

Activities

• Develop, communicate, and execute plans to achieve or exceed channel sales and initiative goals.
• Become a subject matter expert in Sales, IT, and support functions including front desk operations.
• Coordinate benchmarking and external analysis including subject matter expert workshops and location visits.
• Educate channel partners' staff on all initiatives on a consistent and ongoing basis.
• Manage all required documentation and compile monthly reports to communicate with management on initiatives and pipelines.
• Participate in channel partner sales meetings as a subject matter expert.
• Drive relationships with partners and vendors.

Professional Experience

• Bachelor's degree required.
• Minimum 5 to 7 years of demonstrated, relevant experience in the Information Technology and training industry.
• Significant relationship-building skills with a history of cultivation and heavy interaction at the C-level.
• Excellent communication, interpersonal, organizational, and presentation skills.
• Strong customer service, critical thinking, problem analysis, and time management skills.
• Great telephone and email manner and detail-oriented work style.
• Ability to work under pressure and deadlines in a fast-changing environment.

Channel Sales Representative supports end-users, channel partners, and an outside Regional Sales Manager by generating software license quotes, managing CRM data, and processing daily sales queues to keep opportunities moving accurately through each stage of the sales cycle. The work directly supports revenue growth by identifying up-sell and cross-sell opportunities and ensuring partners and end users remain aligned on customer needs and buying cycles.

Operational Focus

• Support end-users, channel partners, and the outside sales team.
• Manage existing clients and receive phone and email sales inquiries to qualify new leads.
• Consult with clients on appropriate product licensing options.
• Prospect, develop, and follow up on new customer relationships.
• Partner with an experienced outside Regional Sales Manager to collaborate on accounts, channel partners, and opportunities.
• Manage data accurately in the CRM database and interface with Accounting, Shipping, and Technical Support as needed.
• Generate software license opportunities and quotes based on product interest and prospect qualification with partners and end users.
• Follow up with partners regularly to ensure alignment on customer needs, buying cycles, and opportunity tracking.
• Manage sales queues, answer customer and partner questions, and facilitate orders in a timely manner.
• Identify up-sell and cross-sell opportunities through interactions with partners and end users.

Minimum Qualifications

• 2 years of inside sales experience.
• Familiarity with direct sales, value-added sales, and distribution channels.
• Experience with CRM applications and order entry software.
• Excellent verbal and written English communication skills.
• Good organizational habits and outstanding attention to detail.
• Dedication to outstanding customer service with a positive, team-oriented attitude.
• Genuine interest in high-tech products.

The Channel Sales Representative delivers new business and account growth by prospecting within the website security market, training customers on security benefits, and closing both new and existing opportunities against monthly forecasts. Working within the SiteLock sales team, the representative builds a strategic pipeline through CRM-tracked outreach and cross-sell activity that expands vertical coverage and strengthens customer retention.

Key Deliverables

• Prospect and develop new business while selling new accounts and upselling and cross-selling existing customers.
• Utilize CRM to track activity, manage forecasts monthly, and track customer data.
• Train customers on the benefits of website security and adjacent business opportunities.
• Maintain and grow customer relationships through enthusiastic and non-pushy engagement.
• Uncover new vertical sales opportunities within the website security market.
• Identify, nurture, and close opportunities with both new and existing customers.

Knowledge Skills and Abilities

• Bachelor's degree or High School Diploma and 5 years of relevant work experience.
• 3 years of B2B sales experience.
• Track record of consistently meeting and exceeding individual sales goals.
• Excellent communication and customer service skills.
• Ability to work within a CRM to build out a pipeline.
• Problem-solving ability with strategic relationship-building focus on customer pipeline.
• Desire to create and try new strategies, driving ideas from concept to execution.

Embedded within the Cloudamize sales organization, the Channel Sales Representative develops and closes a pipeline of opportunities through solution selling to MSPs and value-added resellers, implementing account development plans that increase revenue and customer satisfaction across the channel. Working closely with reseller partners and internal program teams, the representative advances the adoption of the Cloudamize Cloud Management Platform by sustaining relationships with Director and VP-level contacts at mid-market accounts.

Day-to-Day Responsibilities

• Achieve monthly, quarterly, and annual sales goals through a technical sales cycle.
• Develop a pipeline and close business through solution selling.
• Develop excellent relationships with new and existing channel partners and resellers to grow revenue.
• Implement account development plans and understand partners' business goals to increase revenue growth and customer satisfaction.
• Develop new partnerships and opportunities through ad-hoc sales campaigns and programs.
• Utilize CRM to ensure activities are documented, opportunities are forecasted, and prospect information is communicated.
• Maintain knowledge of market conditions and competitive landscape.

Technical Qualifications

• Bachelor's degree or equivalent experience.
• 1 to 3 years of sales experience with a proven track record of achieving targets.
• Experience selling technology solutions to Director and VP-level contacts at mid-market MSPs and resellers.
• Experience generating 3x pipelines for B2B sales deals and in enterprise-level software sales.
• Excellent interpersonal skills and comfort following a defined sales process.

Reporting to a manager or department head, the Channel Sales Representative refines territory performance by selling company products through resellers, maintaining relationships with key executives, and consistently meeting monthly, quarterly, and annual revenue quotas. Partnering with the broader sales organization, the representative minimizes competitive loss and sustains a full pipeline of qualified opportunities through consultative phone-based selling.

Scope of Work

• Sell company products and services through resellers and channels in assigned territory.
• Represent the company in all activities associated with reseller and channel support.
• Meet or exceed revenue quota goals on monthly, quarterly, and yearly basis.
• Build and maintain relationships with key executives and decision makers.
• Demonstrate thought leadership with customers and stay current on industry trends by contributing to social media platforms.
• Minimize competitive loss and consistently execute sales responsibilities.

Position Requirements

• Proven 4-year sales record through phone and consultative selling with a track record of over-achieving quota.
• Strong phone presence with experience making high volumes of daily calls.
• Knowledge of commonly used concepts, practices, and procedures within the field.
• Experience working with Salesforce or similar CRM.
• Excellent verbal and written communication skills with strong listening and convincing skills.
• Ability to multi-task, prioritize, and manage time effectively.

Channel Sales Representative identifies and develops new channel partner relationships across Distribution, System Integration, Resource Provider, Application, and Infrastructure segments, conducting daily outreach and market research to propose solutions and close deals alongside the internal sales team. Success in the position means maintaining a strong IT network, attending industry events, and building the consultative skills needed to create lasting value for customers and partners alike.

Job Functions

• Identify and develop relationships with new channel partners including Distribution, System Integration, Resource Provider, Application, and Infrastructure partners.
• Conduct daily outreach and follow-up with potential partners.
• Carry out in-depth market research and cooperate with partners to propose solutions for customers.
• Work closely with the Sales team and partners to close deals.
• Develop strong knowledge of industry trends through proactive relationships with software publishers and SI services companies.
• Prepare for and attend industry events to promote the company and its products.

Experience and Qualifications

• Minimum 1 year of full-time work experience in channel sales, business development, solution consulting, or related roles.
• Experience in B2B software sales preferred.
• Strong network in Information Technology, with connections to SIs and software publishers preferred.
• Expert in communication, sales process management, negotiating, closing deals, and creating value for customers.
• Solid problem-solving and consultative skills with good teamwork, organization, and planning ability.
• Honest, persistent, and strongly self-motivated with a burning desire to succeed.
• Proficient English verbal and written communication.