Channel Manager

Job Description: Channel Manager 

 

Position: Channel Manager

Location: [Location or Remote]

Type: Full-Time

 

About the Company:

We are a fast-growing B2B SaaS company offering cutting-edge solutions that help businesses enhance their efficiency and scale rapidly. We are seeking a highly motivated Channel Manager to grow and manage our channel partnerships. This role is key to expanding our reach through indirect sales channels, driving revenue growth, and establishing strong relationships with strategic partners.

 

Job Summary:

The Channel Manager is responsible for developing, managing, and optimizing the company’s channel partner program. This role involves working with Value-Added Resellers (VARs), Systems Integrators (SIs), and other strategic partners to ensure they are equipped and motivated to promote and sell the company’s solutions. The Channel Manager will play a pivotal role in identifying potential partners, driving joint marketing efforts, and ensuring the success of partners through enablement, training, and support.

 

Key Responsibilities:

• Channel Strategy Development: Define and execute a channel sales strategy that aligns with the company’s growth objectives, including identifying, recruiting, and onboarding new channel partners.

• Partner Relationship Management: Build and maintain strong, long-term relationships with key channel partners, acting as the main point of contact and supporting their sales and marketing efforts.

• Enablement & Training: Provide training, tools, and resources to channel partners to ensure they are well-equipped to effectively sell and support the company’s solutions. Organize and facilitate partner training sessions, webinars, and sales enablement programs.

• Joint Sales & Marketing Efforts: Collaborate with partners to co-develop go-to-market strategies, including joint marketing campaigns, events, and sales initiatives. Work closely with marketing to ensure partners have the collateral and resources they need to generate leads and close deals.

• Performance Monitoring & Reporting: Track partner performance metrics such as revenue growth, pipeline development, and customer acquisition. Provide regular reports to senior management on the health of the channel program and recommend improvements as needed.

• Contract Negotiation & Management: Manage partner agreements, including negotiating terms, pricing, and performance targets. Ensure compliance with contractual obligations and company policies.

• Channel Program Optimization: Continuously evaluate and refine the partner program, identifying opportunities to enhance partner engagement, drive additional revenue, and improve overall partner satisfaction.

• Cross-functional Collaboration: Work closely with internal teams, including sales, marketing, customer success, and product management, to ensure alignment and seamless execution of channel strategies.

• Market & Competitive Analysis: Stay informed about industry trends, competitor strategies, and market conditions to identify new opportunities for channel growth and maintain the company’s competitive edge.

 

Qualifications:

• Bachelor’s degree in Business, Marketing, Sales, or a related field (or equivalent experience).

• 4-6 years of experience in channel sales, partner management, or business development within a B2B SaaS environment.

• Proven success in developing and managing channel partner programs, including recruiting, onboarding, and enabling partners to drive revenue growth.

• Strong understanding of SaaS business models, sales processes, and channel partner ecosystems.

• Excellent relationship-building and communication skills, with the ability to influence and motivate partners.

• Ability to manage multiple partner relationships and projects simultaneously while driving results.

• Proficiency with CRM systems (e.g., Salesforce) and partner management tools.

• Results-driven mindset, with a focus on meeting and exceeding channel sales targets.

 

Preferred Skills:

• Experience working with Value-Added Resellers (VARs), Systems Integrators (SIs), and Managed Service Providers (MSPs).

• Familiarity with partner marketing strategies and sales enablement best practices.

• Experience with international channel management and the ability to work across different regions and cultures.

• Knowledge of channel sales metrics and performance-based compensation structures.

 

Compensation & Benefits:

• Competitive base salary + performance-based bonuses.

• Health, dental, and vision insurance.

• 401(k) or equivalent retirement plan.

• Paid time off and company holidays.

• Opportunities for career advancement and professional development.

• Flexible working environment (remote options available).

 

How to Apply:

Please submit your resume and a cover letter to [Email Address]. In your cover letter, describe your experience managing channel programs and your approach to partner relationship management.

 

Note: This Channel Manager job description focuses on developing and managing indirect sales through partnerships, which is essential for B2B SaaS companies looking to expand their market reach. It can be adjusted based on specific company needs or partner ecosystems.