Offer summary

Qualifications:

5-7 years of experience in channel sales, strategic partnerships, or business development within software or SaaS., Proven success in building and scaling partner ecosystems to generate revenue., Strong negotiation and deal-structuring skills, with experience managing partner agreements., Excellent communication skills, including written, verbal, and presentation abilities..

Key responsibilities:

Develop and implement a channel sales strategy and partner enablement framework.

Identify, recruit, and onboard channel partners and strategic alliances.

Collaborate with marketing and sales teams to create joint go-to-market plans and campaigns.

Drive revenue growth through indirect sales channels and manage partner relationships.

Job description

We are seeking a Channel Sales Development Manager for a full time and direct hire role for one of our amazing software partners. This is a remote role but does require a lot of travel.

Overview

You will build and scale a channel sales program from the ground up. This is a unique opportunity for an entrepreneurial, results-driven person to develop and execute a partner strategy that drives revenue growth, expands market reach, and accelerates adoption of this data platform. This role blends channel sales, strategic alliances, and business development. You will identify, recruit, and enable value-added resellers (VARs), system integrators, technology partners, and other strategic partners. You will also work cross-functionally with product, marketing, and customer success teams to create a scalable partner ecosystem.

Responsibilities

Build & Own Channel Program: Develop a comprehensive channel sales strategy, program structure, and partner enablement framework from scratch.
Partner Recruitment & Onboarding: Identify, recruit, and onboard channel partners (VARs, SIs, MSPs) and strategic technology alliances.
Go-to-Market Planning: Collaborate with marketing and sales to create joint GTM plans, co-marketing campaigns, and sales enablement tools for partners.
Revenue Growth: Drive indirect sales through partners, ensuring measurable revenue contribution and predictable pipeline growth.
Contract Negotiation & Management: Structure and negotiate partner agreements, including terms, pricing models, and incentive programs.
Partner Enablement: Develop training, certification programs, and resources to ensure partners can effectively sell and support our solutions.
Market Expansion: Identify new market opportunities and partnership models that align with company growth objectives.
Metrics & Reporting: Define KPIs for partner success, track performance, and regularly report progress to executive leadership.

Requirements:

5-7 years of experience in channel sales, strategic partnerships, or business development roles within software/SaaS.
Proven track record and demonstrated success building and scaling partner ecosystems and delivering revenue through channel programs.
Familiarity with GIS technology, data analytics, or enterprise software sales preferred.
Comfortable creating programs from the ground up with the ability to thrive in a fast-paced, high-growth environment.
Strong ability to develop and manage executive-level relationships with partners and internal stakeholders.
Expert in structuring deals, negotiating contracts, and managing partner agreements.
Data-driven approach to measuring success and optimizing partner performance.
Excellent written, verbal, and presentation skills.
Must be willing to travel often.

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.

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