Partner Channel Manager

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🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $90k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 0%

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MCM

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1854

🤲 Charity

🏥 Healthcare

📚 Education

Charity • Healthcare • Education

MCM is Melbourne City Mission, an Australian charitable organisation that places people at the centre of its work. It delivers a wide range of community services including disability and NDIS supports (early childhood intervention, support coordination, specialist coordination), homelessness and youth housing services (crisis accommodation and urgent housing assistance, Frontyard Youth Services), learning and education (the Hester Hornbrook Academy, vocational training, School to Work program), employment supports for young people with disability, mental health and psychosocial recovery coaching, palliative care, family and child services, and advocacy, volunteering and fundraising. MCM is endorsed as a Deductible Gift Recipient and operates across Melbourne and Victoria.

📋 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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