Channel Sales Manager

Job not on LinkedIn

🔥 5 minutes ago

🇺🇸 United States – Remote

💵 $100k - $120k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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📋 Description

• Manage and expand the channel partner ecosystem across the United States and EMEA • Drive a cultural and operational shift from a reactive order-taking model to a proactive, predictable sales engine • Increase channel sales by securing, tracking, and enforcing Committed Annual Recurring Revenue (CARR) targets • Develop joint go-to-market strategies and business plans with key partners • Coach partners and internal team members on pipeline generation and cross-selling methodologies • Equip US and EMEA partners with sales enablement resources, competitive battlecards, and continuous product training • Implement forecasting and pipeline management processes and present regular reports to executive leadership • Identify, recruit, and onboard high-value channel partners in strategic US and EMEA territories • Manage partner agreements, including CARR commitments, sales expectations, tiering, and margin structures • Lead cross-functional initiatives with Direct Sales, Marketing, and Customer Success • Provide structured channel feedback to product and engineering teams to influence product roadmaps

🎯 Requirements

• Minimum of 5-7 years of progressive experience in channel sales, business development, or direct sales management within the B2B SaaS or technology sector • Demonstrated experience managing partner ecosystems in both the US and EMEA regions • Strong understanding of diverse markets • Proven track record of transitioning teams or partners from reactive models to proactive, quota-carrying, and CARR-committed structures • Strong analytical skills to evaluate channel opportunities, measure ROI, manage complex revenue forecasts, and conduct data-driven business reviews • Excellent negotiation, presentation, and relationship management skills • Ability to influence C-level executives at partner organizations and internally • Ability to travel frequently, up to 40%, across the US and EMEA • High capacity for strategic analysis, complex problem-solving, and conflict resolution • Resilience to manage multiple cross-functional priorities, bridge varying time zones, and operate effectively in a fast-paced, high-growth environment • Bachelor’s degree preferred, not required • Prior experience managing a team of internal Channel Sales Managers preferred • Deep knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn) preferred • Expertise with modern CRM tools such as Salesforce preferred • Experience operating direct and channel sales motions under one organization preferred

🏖️ Benefits

• Variable compensation included in estimated total cash compensation • Reasonable accommodations for applicants and employees with disabilities • Inclusive and diverse workplace • Equal opportunity employment

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