Partner Channel Manager

Job not on LinkedIn

🕒 4 days ago

🇺🇸 United States – Remote

💵 $90k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 0%

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MCM Technology

WebsiteAll Job Openings

- employees

☁️ SaaS

🏛️ Government

🤝 B2B

SaaS • Government • B2B

MCM Technology is a software company that provides an AI-enabled operational readiness and asset management platform for public safety agencies. The platform centralizes tracking of assets, certifications, maintenance, inspections, evidence, fleet and related records to improve real-time visibility, regulatory compliance, and operational accountability for law enforcement, fire, EMS and government communications. MCM offers integrations, automated workflows, predictive alerts and managed services, with a history of 25+ years, 300+ deployments nationwide and 2. 5 million assets tracked.

📋 Description

• Build and execute a partner channel strategy • Manage current partners and identify and recruit new partners in the public safety market • Establish onboarding, training, and enablement programs for partner sales teams • Own contribution target for partner-sourced and partner-influenced pipeline • Document and track partner opportunities in Salesforce CRM for forecasting and pipeline evaluation • Serve as primary partner contact, resolving conflicts and coordinating deal support • Collaborate with Sales, Solutions Engineering, and Customer Success on partner-sourced deals and post-sale handoffs • Develop joint business plans with key partners, including account mapping, co-marketing, and shared pipeline generation • Build and operate MCM's deal registration process with the Chief Revenue Officer • Evaluate partnerships requiring engineering investment and coordinate integration scoping with partner technical teams and MCM Product • Maintain senior-level partner relationships, including executive sponsor mapping and business reviews • Own the Zebra relationship and expand it beyond the initially approved scope while driving hardware attach • Build and manage MCM's presence on cooperative purchasing and contract vehicles including Sourcewell, GSA, NASPO, and state term contracts • Renegotiate existing reseller agreements with the Contracts Manager • Lay groundwork for MCM reselling partner products beginning in 2027 • Maintain relevant industry and job knowledge through conferences, education, publications, networks, and professional organizations • Communicate software solution value and features and perform introductory demonstrations at tradeshows or partner sales meetings • Report directly to the Chief Revenue Officer • Travel up to 40%

🎯 Requirements

• Demonstrated experience building and managing partner/reseller channels and enabling their sales teams • Track record of generating measurable partner-sourced and partner-influenced pipeline and being held accountable for it • Strong interpersonal skills; ability to establish rapport and build trust • Experience navigating complex, multi-party sales cycles involving a partner organization and an end-customer • Ability to write clearly and communicate effectively via email and in person • Self-starter able to solve problems independently • Effective multitasker comfortable in a fast-paced environment • Strong emphasis on data integrity for pipeline accuracy, forecasting, and reporting • Values metrics and maintains strong organizational skills • Ability to translate a technical integration request into a business case and run a joint call between two engineering teams without needing an engineer to lead it • Comfort building programs from nothing, including deal registration, partner tiering, and contract vehicle applications • Direct experience in law enforcement, fire, EMS, or technology sales serving those agencies preferred • Existing relationships with public safety resellers, integrators, or channel partners preferred • Salesforce experience preferred; training provided for candidates without prior experience • Experience with Sourcewell, GSA, NASPO, or state term contracts preferred • Experience structuring vendor-side reseller agreements preferred

🏖️ Benefits

• Health, Dental, and Vision insurance starting Day 1 • 401(k) • Use what you need PTO policy • Health Savings Account (HSA) option • Flexible Spending Account (FSA) option • Remote work arrangement

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