Channel Sales and Partnerships Manager

🔥 12 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $138k - $160k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Semios

WebsiteLinkedInAll Job Openings

201 - 500 employees

Semios is a scalable, data analytics platform for growers of tree fruit and tree nut crops that helps predict, identify, and prevent pest and disease pressure. The Semios analytics engine draws on multiple sources of data and information including a robust, wireless network of in-canopy sensors on every customer farm measuring climate, soil and insect pest activity.Leveraging a network of 2 million sensors, providing updates every 10 minutes, we apply big data analytics and machine learning to reduce and mitigate crop risks for growers. Semios improves sustainability by promoting reduced dependency on pesticides and crop management inputs while helping to increase the value of harvests through reduced loss and increased quality.

📋 Description

• Execute the established channel sales and partnership strategy to support revenue growth, market penetration, and partner-led expansion. • Identify, evaluate, and pursue new channel, reseller, integrator, and strategic partnership opportunities. • Manage and strengthen relationships with new and existing channel partners, including ag retail partners, integrators, and strategic market participants. • Manage the channel sales pipeline from prospecting and qualification through proposal development, commercial negotiation, and contract finalization support. • Lead commercial discussions and negotiate partnership terms with Sales Leadership, Finance, and Legal. • Develop partner-specific business plans, opportunity assessments, and activation plans. • Partner with Sales to identify new business, expansion, and upsell opportunities. • Track partner engagement, pipeline activity, revenue contribution, and key performance metrics. • Share market, partner, and customer insights with Sales, Product, Marketing, Operations, and leadership. • Represent Semios professionally with partners, customers, and industry contacts. • Report directly to the VP, GTM - Smartfield and work closely with the Director of Sales.

🎯 Requirements

• Bachelor’s degree in business, marketing, agriculture, or a related field, or equivalent experience. • 8+ years of experience in channel sales, business development, partnership management, account management, or related commercial roles. • Experience in agriculture, ag technology, ag retail, SaaS, IoT, precision agriculture, or related industries preferred. • Demonstrated experience managing external commercial relationships and contributing to revenue growth. • Experience leading commercial discussions, developing proposals, and supporting contract negotiations. • Valid driver’s license and ability to travel regularly throughout the assigned region. • Strong understanding of channel sales, partner development, commercial relationship management, and revenue pipeline management. • Proven ability to build and manage strategic partner relationships that support profitable revenue growth. • Strong negotiation, presentation, and business case development skills. • Ability to manage a sales pipeline, track partner opportunities, and report on progress against revenue-related goals. • Working knowledge of SaaS, software integrations, API functionality, or technology-enabled solutions. • Strong business acumen and ability to understand partner needs, customer value drivers, and commercial tradeoffs. • Excellent verbal and written communication skills. • Analytical mindset and ability to use data, partner feedback, and market insights to inform decisions. • Strong organizational, problem-solving, and follow-through skills. • Ability to work independently in a fast-paced, deadline-driven environment. • Ability to collaborate across Sales, Product, Operations, Finance, Legal, and Marketing. • Current West Coast ag retail partner relationships, farmer/grower/agricultural operator relationships, and MBA or advanced business-related education are nice to have, not required.

🏖️ Benefits

• Purposeful Work: Make a global impact by advancing sustainable food production. • Work with a fun, collaborative, and supportive team. • Generous vacation policy and year-end winter break. • Hybrid office setting or fully remote (role dependent). • Comprehensive health plans. • 401(K) plan.