Role Overview
This position is responsible for expanding market presence through strategic channel partnerships. The Channel Manager will identify, onboard, and support partners to effectively promote and sell solutions within their networks. Success depends on strong relationship-building, clear communication of product value, and alignment with both partner goals and internal sales objectives.
Key Responsibilities
- Develop and manage a network of channel partners within an assigned region to increase product adoption and sales volume.
- Deliver comprehensive training and ongoing support to partner sales and technical teams.
- Serve as the primary liaison between partners and internal teams, ensuring smooth coordination and timely follow-up on opportunities.
- Communicate the benefits and requirements of the partner program, driving engagement and compliance.
- Track and report on partner performance, lead progress, and pipeline development using CRM tools.
- Collaborate with sales representatives to connect qualified leads with appropriate resources.
- Conduct regular field visits—minimum of three days per week—to maintain strong in-person relationships.
- Support recruitment efforts to expand the partner network based on regional growth plans.
- Provide consistent feedback to partners on lead outcomes and next steps to improve conversion rates.
- Coordinate marketing and outreach initiatives such as email campaigns and contract follow-ups with value-added resellers.
Qualifications
- Minimum of four years of experience managing technology channel partners.
- Proven ability to onboard, enable, and grow partner relationships in a software or IT security environment.
- Familiarity with CRM, PRM, and sales forecasting systems.
- Strong negotiation, presentation, and communication skills—both written and verbal.
- Ability to work effectively in a team-based sales model with cross-functional stakeholders.
- A bachelor’s degree is preferred but not required.
Work Environment
This is an onsite role requiring regular in-person engagement with partners. Candidates must be prepared to meet with partners in person at least three days per week within the designated territory. The ideal candidate thrives in a fast-paced, goal-driven environment and demonstrates persistence, adaptability, and attention to detail.
Core Competencies
- Achievement Focus: Sets ambitious targets and follows through with determination.
- Sales Execution: Builds pipelines, overcomes objections, and closes opportunities collaboratively.
- Urgency and Efficiency: Prioritizes tasks and makes timely decisions to maintain momentum.
- Customer Engagement: Handles sensitive situations with professionalism and responsiveness.
- Problem Solving: Identifies obstacles early and develops practical solutions.
- Communication: Adapts messaging for different audiences, both internally and externally.
- Adaptability: Responds effectively to shifting priorities and market changes.
- Organization: Plans activities strategically and manages resources efficiently.
Equal Opportunity Employer
This company provides equal employment opportunities to all applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, disability, or veteran status. We are committed to creating a diverse and inclusive workplace.
