CHANNEL SALES SPECIALIST JOB DESCRIPTION TEMPLATE

Channel sales in the IT/SaaS/Cloud market runs through a structured tier of ISVs, MSPs, resellers, and hosters - each requiring a different conversation. A Channel Sales Specialist owns the partner-facing side of that structure: recruiting new partners into the program, building pipeline through outbound engagement, and holding renewal rates across the managed book. Partner enablement is the daily craft. Quota lives or dies on how well this person reads a reseller's business model and matches it to the right cloud solution tier.

As the Channel Sales Specialist, you will drive new partner acquisition and revenue growth across a portfolio of cloud and SaaS reseller relationships, delivering consistent pipeline from cold outreach through close. You will work alongside field sellers, Channel Account Managers, and marketing teams, with scope spanning indirect partner tiers including MSPs, resellers, and hosters in a B2B technology environment.

Career Impact: Deep exposure to indirect sales structures across IaaS, UCaaS, and SaaS tiers builds the kind of multi-vendor channel fluency that Channel Account Manager and Partner Success roles require.

Business Impact: The partners this role recruits and retains determine whether the company's indirect revenue channel grows or stalls in a competitive cloud reseller market.

Growth Opportunity: Managing a book of Gold and Platinum tier partners while executing train-the-trainer enablement accelerates the transition into channel program management or senior partner development roles.

• Prospect and cold-call new strategic partners across ISV, MSP, reseller, and hoster segments to grow the active partner base.
• Onboard new channel partners through structured enablement including product training, bootcamps, and program orientation.
• Build and manage the opportunity pipeline using CRM tools, delivering accurate monthly forecasts and booking reports.
• Engage prospective partners through value-based selling, ROI analysis, and business case development to drive program enrollment.
• Execute pipeline generation campaigns in coordination with field sellers and marketing teams to support indirect revenue targets.
• Conduct product demonstrations and solution presentations for prospective and current partners across assigned territory.
• Monitor partner sales activity through data analysis and recommend improvements to drive performance against quota.
• Maintain continuous product readiness on current and new cloud and SaaS offerings to serve as a credible advisor to partners.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 3 or more years of channel sales or business development experience, with a track record of overachievement against quota.
• Demonstrated understanding of the cloud and SaaS reseller ecosystem including indirect partner tiers such as MSPs, ISVs, and hosters.
• Proven ability to build and deliver value propositions and structured sales proposals to prospective channel partners.
• Strong pipeline management skills including forecasting, CRM hygiene, and opportunity tracking across a distributed partner portfolio.
• Consultative selling skills with the ability to adapt approach to varied partner business models and buying contexts.
• Excellent written and verbal communication skills for partner-facing presentations, internal reporting, and cross-functional coordination.

Experience with UCaaS, CCaaS, or IaaS product categories, including on-premises to cloud migration selling motions.

Familiarity with partner program tiers, partner compliance requirements, and partner agreement structures in a technology vendor environment.

Prior experience working in a remote or distributed sales capacity across multiple time zones.

Bilingual communication capability, particularly in a second language relevant to the assigned regional partner territory.

Partner acquisition rate, measured as new partners enrolled per quarter against target.

Pipeline coverage ratio, reflecting total qualified opportunities as a multiple of quarterly quota.

Renewal rate across the managed partner portfolio, indicating retention and ongoing partner engagement.

Forecast accuracy, measured as the variance between monthly booking commits and actual closed revenue.

Partner enablement completion rate, tracking the percentage of onboarded partners who complete required training milestones.

Typical tools: CRM platforms (commonly Salesforce or Microsoft Dynamics); productivity and presentation software (commonly Microsoft 365).

• Base Salary Range: $65,000 to $90,000 per year depending on experience and location.
• Bonus: Variable commission plan tied to quota attainment, typically 20 to 30 percent of base.
• Equity: Stock options or RSUs offered at some employers, more common at mid-size and larger technology vendors.
• Health Benefits: Medical, dental, and vision coverage standard for full-time roles.
• PTO: 15 to 20 days annually plus standard US holidays.
• Common Perks: Home office stipend for remote roles, travel expense reimbursement, and partner conference attendance.

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

Work authorization in the United States is required for this position, and employment is contingent on successful completion of a background check. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the application and employment process upon request.

The Channel Sales Specialist owns partner pipeline development across the OneClub Portfolio, identifying and onboarding strategic partners through cold calling, outbound engagement, and value-based selling to drive end-customer opportunity. Working closely with field sellers and leveraging SoftwareONE tools, the role delivers measurable growth in SPLA/hosting, VARAssist Referral, and Indirect CSP business through accurate forecasting, renewal support, and partner marketplace demonstrations.

Key Responsibilities

• Identify strategic partners in collaboration with field sellers and onboard them into the OneClub Portfolio Program.
• Develop pipeline through cold calling, outbound engagement, internal marketing campaigns, webinars, and market intelligence.
• Build and manage opportunity pipeline reports using SoftwareONE tools and systems.
• Engage prospective partners through value-based selling, business case definition, ROI analysis, and analyst data.
• Provide partner demonstrations of SoftwareONE's OneClub Marketplace to prospective and current partners.
• Provide exceptional service to OneClub partners to increase renewal rates.
• Travel as needed to reseller partner offices and industry events to promote business and drive revenue.
• Maintain continuous self-research and readiness on new and existing SoftwareONE product offerings.

Required Qualifications

• 3-5 years of experience in a business development or channel sales role.
• Experience selling to ISVs, SIs, MSPs, Resellers, and Hosters preferred.
• Successful track record of new business sales with consistent overachievement against targets.
• Solid understanding of the IT industry, cloud landscape, and IaaS market.
• Proficient in Microsoft Cloud products and service offerings.
• Strong skills in presentation, communication, organization, multi-tasking, and time management.
• Solid problem-solving and consultative skills with ability to adapt in a fast-paced environment.
• Experience building value propositions and positioning strong proposals to prospective customers and partners.
• Experience working in a remote capacity.

Embedded within the sales and marketing organization, the Channel Sales Specialist prospects for and onboards new strategic partners while managing ongoing channel relationships through demonstrations, legal agreements, and pipeline reporting. Working closely with internal Marketing and Sales staff, this role supports the full sales lifecycle from cold outreach to accounting migration and third-party system integration projects.

Core Functions

• Prospect for and cold-call new strategic partners.
• Manage relationships with existing and new channel partners, providing support, assistance, and training.
• Develop and facilitate software demonstrations online and in person.
• Provide technological transition consulting for business operations migrating to KIM.
• Support internal Marketing and Sales staff with strategic direction and content planning.
• Facilitate and attend promotional events including exhibitions and networking.
• Form legal partnership agreements with approved channel partners.
• Report on sales pipeline changes and build sales forecasts.
• Assist in accounting migration tasks and project integrations of Kynection system to third-party systems.

Qualifications and Experience

• Business degree qualification highly desirable.
• Real-life industry experience selling to or working within target market sectors.
• Solution-based sales methodology and relationship development skills.
• Ideally experienced in selling SaaS, cloud computing such as ERP, CRM, or Accounting.
• Strong desire to maintain familiarity with rapidly changing technology and market trends.
• Public speaking experience desirable.
• Excellent attention to detail and written communication skills for both internal and external audiences.
• Strong time management and ability to accomplish objectives effectively within given timeframes.

Reporting to the Channel Team leadership, the Channel Sales Specialist creates and implements channel sales strategy while promoting EV Charger solutions through distributor partners and training programs. Partnering with ABB internal teams and distributor contacts, the role drives channel partner self-sufficiency and ensures a positive customer experience through on-site relationship building and RFI/RFP support.

Primary Duties

• Collaborate with Channel Team to create, analyze, and implement channel sales business strategy.
• Create and manage customized programs for Key Partners within the channel.
• Promote, support, and monitor training programs to ensure channel partners are well educated on EV Chargers and solutions.
• Drive channel partner behavior by promoting self-sufficiency with distributor partners.
• Assist channel customers in growing revenue and driving sales.
• Support RFI and RFP responses including obtaining information, reviewing quote requests, and providing feedback.
• Liaise as first point of contact for distributors with ABB to support and resolve customer issues.
• Travel to channel partner sites to build and nurture strong partner relationships.
• Learn and utilize ABB E-mobility web and PC tools to support and grow distributor business.

Education and Experience

• Bachelor's degree required, or 8 or more years of direct experience in sales, channel sales, or marketing in lieu of degree.
• Minimum 5 years working or selling in electrical products or power management industries.
• Direct industry and market knowledge of electric vehicle charging is a plus.
• Must have direct experience providing customer service support and responding to a wide variety of customer inquiries.
• Experience working with distributors and electrical contractors preferred.
• Ability to multi-task and manage many concurrent customer orders, quotations, and relationships.
• Strong team collaboration and communication skills in English, bilingual in Spanish is a plus.

Sitting at the intersection of technical sales and channel management, the Channel Sales Specialist develops extensive knowledge of Genetec software solutions to prepare system designs, quotes, and tailored sales tools that help account teams close business. Operating across assigned territory accounts and mutual end-user customers, the role tracks pipeline activity, monitors program ROI, and delivers product demonstrations and consulting to drive cross-sell and upsell outcomes.

Duties

• Develop and maintain extensive working knowledge of Genetec's software solutions, including small- to medium-sized system designs with associated BOMs.
• Define product and functional requirements and prepare quotes based on customer needs.
• Assist in developing tailored sales tools and presentations to help account teams position and sell Genetec solutions.
• Conduct product demonstrations and presentations.
• Cold-call identified clients within assigned territory or mutual end-user accounts.
• Provide ad hoc consulting on Genetec's products for cross-sell and upsell opportunities.
• Forecast, manage, and report on ongoing sales and pipeline activity.
• Track effectiveness of programs and associated ROI, monitor trends, and apply learnings to improve future programs.
• Research technical information on product requests and update customer records and forecasting in CRM.

Skills and Qualifications

• Bachelor's degree required.
• 2-3 years of experience in B2B sales for a technology company.
• Experience in the Electronic Security Industry in Latin America including Video Surveillance, Access Control, and LPR is a plus.
• Proficiency in Microsoft Word, Excel, and PowerPoint, Microsoft Dynamics CRM a plus.
• Strong troubleshooting and problem-solving skills.
• Acumen for understanding complex technology systems.
• Excellent oral, written, and interpersonal communication skills in Spanish and English.
• Organized, detailed, and process oriented with ability to work cross-functionally and build relationships with core stakeholders.

A key member of the channel sales organization, the Channel Sales Specialist achieves profitable growth by serving as the lead contact for assigned trade partners, executing annual market plans, and onboarding new members through structured product and process training. Collaborating across marketing, finance, and product teams, the role builds partner capabilities and evaluates product mix to improve profitability and expand both existing and new business.

Functions

• Serve as the lead point of contact in all matters relating to assigned trade partners in designated markets.
• Drive adoption and promote trade partner loyalty initiatives, sales promotions, and marketing programs.
• Develop thorough understanding of products and service offerings to upsell and cross-sell to trade partners.
• Generate activities and manage sales funnel for assigned trade partners using CRM tools.
• Proactively develop trade partner capabilities in areas of product, marketing, market strategy, and design.
• Educate trade partners through virtual and live training modes.
• Build and execute annual market plans for assigned trade partners to target existing and new business.
• Evaluate current product mix of trade partners regularly and recommend strategy for improving profitability.
• Onboard new trade partner members through structured training on product, process, and programs.

Experience and Qualifications

• Bachelor's degree or equivalent experience required.
• Minimum 3 years of experience in a consultative sales environment.
• Significant experience in sales with proven ability to develop and influence relationships.
• Knowledge of workplace environment issues and general business trends.
• Strong analytical, problem-solving, decision-making, and critical thinking skills.
• Strong communication and presentation skills to foster customer satisfaction.
• Demonstrated ability to lead change and handle multiple projects in a fast-paced environment.

Profitable channel growth in specified markets depends on the Channel Sales Specialist, who implements agreed sales strategies and budgets while driving demand generation through T3 Accounts, Panel Builders, and indirect customers. Based within the sales and marketing function, the role collaborates with internal teams to execute promotion and training activities while identifying new market opportunities and supporting strategic partnerships.

Accountabilities

• Implement the agreed channel sales strategy and budget, contributing to the identification of appropriate channels and targets.
• Contribute to achieving key targets including volume, growth, and mix for the channel in specified markets.
• Drive demand generation through T3 Accounts and indirect customers such as Panel Builders, Dealers, Resellers, and small-scale contractors.
• Collaborate with Marketing and Sales to execute communication, promotion, and training activities in the channel.
• Support the development of strategic partnerships and personal relationships with partners, customers, and decision makers.
• Identify and drive development of new market opportunities in the designated market, ensuring know-how sharing and cross-collaboration.

Professional Experience

• Licensed Electrical Engineer is an advantage, or commercial qualification or recognized equivalent.
• Minimum 5 years of experience in sales and channel management.
• Deep knowledge of the electrical engineering industry.
• Strong network of Electrical Distributors, Panel Builders, Resellers, Dealers, and Contractors.
• Proficient in SAP (preferable), MS Word, MS Excel, and MS Project.
• Good communication skills and assertive business acumen with ability to collaborate at a senior level.

As the Channel Sales Specialist, this role identifies and onboards new channel sales partners onto the company's US affiliate program while growing revenue through active partner engagement, compliance monitoring, and data-driven performance analysis. The sales and product development teams rely on this work to receive timely weekly reports, product feedback, and campaign execution support that sustain partner activity and profit margin targets.

Key Deliverables

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

Background and Experience

• At least 3 years of experience in sales or sales support roles managing channel partner sales.
• Good understanding of internet-based sales and digital marketing.
• Highly numerate and proficient in MS Excel with ability to generate 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.

Channel Sales Specialist builds rapport with Gold and Platinum channel partners through regular touchpoints, business planning, and cross-functional strategy to achieve revenue goals and evolve the Channel Partner Program. The work directly supports partner pipeline growth and resale model activation by addressing partner concerns promptly and participating in program initiatives that strengthen overall partnership success.

Day-to-Day Responsibilities

• Develop rapport with partners, helping them feel comfortable sharing information to improve service delivery.
• Create simple business plans and maintain regular touchpoints with partners, particularly Gold and Platinum level partners.
• Work with existing channel partners to help them achieve an active resale model.
• Address partner concerns and queries promptly to ensure partner satisfaction and success of the partnership.
• Operate cross-functionally to develop strategies that help achieve revenue goals.
• Build a pipeline of potential business for contacted partners.
• Participate in initiatives to further evolve the Channel Partner Program.

Technical Qualifications

• Proven work experience in a sales environment, preferably within an IT channel and B2B environment.
• Strong computer, written, and interpersonal communication skills.
• Well organized with the ability to work proactively in a team in a busy environment.
• Ability to handle multiple priorities effectively.
• Natural communication style with outstanding interpersonal skills and comfort in a fast-paced culture.
• Willingness to learn from colleagues and develop a sales career.

The Channel Sales Specialist owns the partner enablement and practice-building journey for Zoom Phone and Zoom Contact Center, establishing trusted advisor relationships with strategic partners and executing pipeline generation campaigns that accelerate partner revenue. Working closely with Channel Account Managers and Zoom Phone Channel Engineers, the role delivers training bootcamps, business development plans, and subject matter expertise that drive UCaaS and CCaaS mindshare across all partner organizational levels.

Key Responsibilities

• Establish deep relationships with strategic partners as the trusted Zoom Phone and Zoom Contact Center advisor.
• Drive Zoom Phone and Zoom Contact Center mindshare and preference within partner organizations.
• Lead partner enablement and development journeys including needs assessment, product training, bootcamps, and train-the-trainer events.
• Implement partner pipeline generation activities and campaigns.
• Strategize and build business development plans to accelerate the Zoom Phone and Zoom Contact Center partner practice.
• Partner with Channel Account Managers and Zoom Phone Channel Engineers to provide technical and sales expertise.
• Develop strategic partner knowledge and address support inquiries related to Zoom Phone and Zoom Contact Center.
• Advocate for partners to internal sales teams and operational organizations.
• Continually enhance product and process knowledge to maintain role as a Zoom Phone and Zoom Contact Center channel subject matter expert.

Core Functions

• 5-7 years of experience in channel sales and partner practice development.
• 5 or more years of telephony sales experience including on-premises and cloud, UCaaS, and CCaaS.
• Deep SaaS sales and lifecycle experience.
• Experience onboarding channel partners, building partner practices, consulting on partner differentiation, and generating partner pipeline.
• Strong executive communication and presentation skills with experience in developing sales best practices, demo delivery, and training in live and virtual formats.
• Ability to evaluate complex processes, apply critical thinking, and develop new systems.
• Entrepreneurial spirit with a proven track record of dynamic execution and delivering results.
• English required, Korean preferred.

Embedded within the regional sales structure, the Channel Sales Specialist carries out revenue-oriented activities across NBD and RBD clients and channel partners, driving consistent revenue collection through daily monitoring of operations, digitized activities, and franchisee compliance. Working closely with franchise owners and team members, the role delivers ongoing training on policies and processes while identifying new franchisee opportunities and tracking service performance across the network.

Role Responsibilities

• Carry out revenue-oriented activities by visiting NBD and RBD clients and channel partners.
• Generate business by liaising with potential clients and customers to maintain healthy business relationships.
• Introduce incentives to improve operations and channel partner performance through channel management.
• Identify non-serviceable areas or areas for appointing new franchisees and channel partners.
• Review channel partner sales based on varied parameters.
• Handle operational activities for channel partners and ensure franchisee activities align with company policy.
• Provide continuous training on policies, processes, and development awareness to channel partners.
• Monitor collection activities, digitized activities, and channel operations daily to ensure consistent revenue collection.

Minimum Qualifications

• Graduation in any discipline with 5-6 years of experience in channel management, development, and sales customer relationship management.
• At least 3 years of experience in logistics and transportation industry in franchisee management.
• Knowledge of market dynamics in courier, transportation, and logistics industry.
• Proven negotiation skills with ability to inspire confidence and create trust.
• Excellent interpersonal and communication skills.

Reporting to sales leadership, the Channel Sales Specialist makes regular partner visits to educate on product portfolio, develop sales proposals, and evaluate performance while working with Marketing, Product Management, and Finance to refine market position and resolve account issues. Partnering across internal functions, the role forecasts revenue and manages the full channel and distribution sales program to meet or exceed assigned quota.

Operational Focus

• Make regular visits to partners to develop positive working relationships and educate them about product portfolio and complementary services.
• Ensure proper stock of products for respective accounts.
• Develop process improvements to optimize partner management activities.
• Work with partners to develop sales proposals, quotations, and pricing.
• Evaluate partner sales performance and recommend improvements.
• Forecast all revenue, product, and budgetary expectations for each account in channel and distribution sales.
• Address partner issues, sales conflicts, and pricing issues in a timely manner.
• Review the market to determine customer needs, volume potential, pricing, and competition.
• Work closely with Marketing, Product Management, and Sales to refine market position and assist in developing messaging, tools, campaigns, and promotions.

Knowledge Skills and Abilities

• Experienced as a Channel Sales Manager, preferably in the surveillance industry.
• Skilled in customer relations with strong business planning and implementation skills.
• Well-developed written and verbal communication, listening, negotiating, and presentation skills.
• Ability to conduct well-organized training sessions and convey technical information clearly at all levels.
• Intermediate to advanced computer skills.
• Well-organized with ability to manage multiple projects and meet deadlines.

Sitting at the intersection of partner development and cloud technology sales, the Channel Sales Specialist develops and improves ProManage Cloud's channel sales management activities by recruiting new qualifying partners, coordinating training, and building KPI frameworks aligned to partner segmentation. Operating across industry events, customer visits, and internal marketing collaboration, the role drives market share growth and channel expansion by ensuring partner compliance and supporting the sales team in closing deals.

Strategic Responsibilities

• Develop and improve ProManage Cloud's channel sales management and operational activities in line with company strategies.
• Focus on channel development and new customer acquisition.
• Set and prepare for periodical meetings with partners and prospects.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Proactively recruit new qualifying partners and handle their onboarding.
• Coordinate and follow up training sessions with partners.
• Ensure partner compliance with partner agreements and build KPIs according to partner segmentation.
• Organize and participate in industry events, customer visits, and trade shows to support the channel sales team in closing deals.
• Build collaborative partnerships with the marketing team to inform them of key customer and category trends while developing programs to increase market share and drive channel expansion.

Experience and Qualifications

• Minimum 3 years of experience in B2B sales, partner management, or technical product and service sales, preferably SaaS.
• Bachelor's degree in Engineering field is a plus.
• Proven track record of success in driving the sales process from start to finish with a defined sales methodology.
• Know-how in sales strategies and partner channel management.
• Strong written and verbal communication skills including proposal writing and presentation building.
• Fluent in English both written and spoken.
• High self-motivation with a pioneering and entrepreneurial mindset.
• Result-oriented with ability to develop relationships at all levels internally and within partner organizations.