Channel Sales Manager

🕒 Yesterday

🏄 California, District of Columbia, +1 more states – Remote

🏄 California – Remote 🏛️ District of Columbia – Remote ❄️ Minnesota – Remote

💵 $95k - $135k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

👻 Ghost score 0%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Lantronix

WebsiteLinkedInAll Job Openings

201 - 500 employees

🔧 Hardware

☁️ SaaS

🤖 Artificial Intelligence

Hardware • SaaS • Artificial Intelligence

Lantronix is a global provider of Edge AI, embedded compute and industrial IoT hardware and software. The company builds secure connectivity and remote management solutions — including out-of-band network infrastructure, gateways/routers/modems, system-on-modules (SOMs) and development kits, connectivity modules, and mission-focused software platforms such as Percepxion (device and network management), EdgeFabric. ai, and Nero Global Tracking. Lantronix supports mission-critical use cases in enterprise IT/data centers, government and defense, smart cities, security & surveillance, and industrial asset monitoring through engineering services and technical support.

📋 Description

• Own the onboarding journey for newly recruited VAR Partner Sales Reps from kickoff through their first qualified opportunity • Deliver structured welcome and orientation calls introducing Lantronix product lines, value proposition, and partner selling approach • Build individualized onboarding plans based on territory, vertical focus, and prior experience • Track onboarding milestones and proactively follow up • Teach reps to identify Lantronix-fit opportunities, position against incumbents, and handle common objections • Coach reps on qualification basics including use case, application, environment, quantity, timeline, budget, decision process, and competition • Coordinate access to sales engineering, technical services, demo units, and evaluation samples • Host and follow up on enablement webinars and training sessions • Surface early-stage opportunities and help reps register their first deals • Guide reps through deal registration, quoting, and partner portal navigation • Shadow or co-call on early prospecting efforts and provide live coaching • Escalate qualified opportunities to Regional Sales Managers and remain engaged through the first closed deal • Develop working knowledge across Network Infrastructure, Out-of-Band Management, and Industrial IoT product lines • Stay current on competitive landscape, pricing dynamics, and common objections; provide feedback to product marketing and sales leadership • Log onboarding activity and progress in VAR Rep Onboarding Tracker and Salesforce • Maintain accurate partner records, onboarding stages, certification status, and next steps • Report onboarding-to-activation metrics in partnership with the channel team

🎯 Requirements

• Bachelor's degree in Business, Sales, Marketing, Technology, Engineering, or a related field; or an equivalent combination of education and relevant experience • Minimum of 3+ years of experience in channel sales, partner management, business development, or a related sales role • Experience working with VARs, system integrators, distributors, or channel partner organizations preferred • Experience using CRM platforms such as Salesforce preferred • Experience supporting technology, networking, industrial, embedded systems, or IoT-related products preferred • Strong channel sales and partner relationship management skills • Ability to build and maintain productive business relationships with internal and external stakeholders • Excellent verbal, written, presentation, and interpersonal communication skills • Strong organizational, time management, and prioritization skills • Results-oriented approach with a focus on revenue growth and opportunity development • Ability to work independently while collaborating effectively across cross-functional teams • Strong problem-solving and business development capabilities • Ability to manage multiple projects and priorities simultaneously • Willingness to travel up to 50% to support partner and customer engagement activities • Experience utilizing Salesforce CRM or similar customer relationship management platforms • Ability to present and communicate technical solutions to both business and technical audiences • Understanding of channel sales models, partner ecosystems, and go-to-market strategies • Knowledge of networking technologies, remote management solutions, Industrial IoT, or related technologies preferred • Ability to analyze sales opportunities, market trends, and partner performance to drive business growth • Proficiency with Microsoft Office applications and standard business software tools