Channel Sales Manager (225-916)

A Channel Sales Manager is a dynamic professional responsible for developing and maintaining strategic partnerships with distribution and reseller partners to drive the sales of their company's products or services. The role involves strategizing and executing plans that ensure increased sales volumes and market penetration through a network of channel partners. These professionals play a crucial role in reinforcing the company’s presence in the marketplace by collaborating with partners to optimize sales opportunities and align on mutual business objectives. Their key aim is to achieve sales targets, oversee partner performance, and support partners with the necessary resources and training to maximize commercial success. Being an intermediary between the company and its sales partners, a Channel Sales Manager needs excellent communication skills to maintain productive and beneficial relationships.

Responsibilities

• Identify and onboard new channel partners to expand market reach.
• Establish productive and professional relationships with key personnel in partner accounts.
• Coordinate the involvement of company personnel to meet partner objectives and expectations.
• Manage a comprehensive partner performance review process to assess achievement of goals.
• Develop and implement strategies to increase sales and brand presence through channels.
• Monitor market trends and competitor activities to adapt business strategies accordingly.
• Provide ongoing development of sales strategies, practices, and policies for effective channel management.
• Collaborate with partners on joint customer engagements to drive sales opportunities.
• Facilitate training and enablement programs to ensure partners are well-equipped to sell products.
• Resolve conflicts and provide solutions to partners in a timely manner.
• Report on sales metrics and suggest improvements for achieving sales goals.
• Ensure compliance with partner agreements and manage relationships according to policies.

Requirements

• Bachelor's degree in Business, Marketing, or a related field is preferred.
• Proven track record of achieving sales quotas through channel sales management.
• Minimum of 3-5 years of experience in channel management or similar roles.
• Strong understanding of channel sales strategies and market dynamics.
• Excellent communication and negotiation skills with all levels of stakeholders.
• Ability to build strong relationships and effectively manage partner performance.
• Demonstrated ability to understand and communicate technical product specifications effectively.
• Proficiency in using CRM software and other sales-related tools and technologies.