Manager – Channel Sales
Job Summary:
The Manager - Channel Sales is responsible for identifying, onboarding, and managing channel partners to drive revenue growth, market expansion, and product adoption. This role ensures effective partner enablement, performance tracking, and collaborative go-to-market strategies that support overall business objectives.
Responsibilities:
- Channel Development & Management
- Identify, evaluate, and onboard channel partners across assigned regions.
- Build strong relationships with distributors/resellers/system integrators to increase market penetration.
- Conduct regular partner performance reviews and drive accountability through KPIs.
- Sales & Revenue Growth
- Achieve quarterly and annual revenue targets through channel-led sales.
- Drive joint business planning, pipeline reviews, and demand generation activities with partners.
- Coordinate with internal sales teams to support deal closures originating from partners.
- Partner Enablement
- Train partners on product features, positioning, pricing, and competitive differentiation.
- Develop enablement material - sales kits, pitch decks, battle cards, FAQs, etc.
- Ensure partners comply with branding, pricing, and sales policies.
- Go-to-Market & Marketing Collaboration
- Support regional launches, campaigns, and co-marketing initiatives.
- Participate in trade shows, webinars, and partner events.
- Operations, Reporting & Compliance
- Maintain updated partner records, agreements, and SLAs.
- Track performance metrics: revenue, leads, conversion rates, certifications, joint events.
- Forecast channel pipeline and provide insights to leadership.
Skills and Qualifications:
- Bachelor’s degree in Business, Engineering, Marketing, or related field. MBA or equivalent preferred.
- 5–8 years of experience in channel sales, partnerships, or distribution management.
- Proven success in scaling channel ecosystems and achieving revenue targets.
- Strong negotiation, stakeholder management, and relationship-building skills.
- Experience with CRM tools (e.g., HubSpot, Salesforce, Zoho).
- Strong analytical and reporting skills.
- Exposure to B2B tech, SaaS, industrial automation, robotics, or hardware products.
- Experience managing international channel partners.
- Understanding of solution selling and consultative sales processes.
- High ownership and outcome orientation.
- Strong communication and influence skills.
- Ability to work cross-functionally and navigate ambiguity.
- Strategic thinker with operational discipline.
