Channel Sales Manager, Division Production Software
Summary
Channel Sales Manager - Production Software
Location: Remote (United States)
The Channel Sales Manager will be responsible for developing, managing, and expanding channel partner relationships to drive revenue growth for the Production Software portfolio. This role requires a strategic yet hands-on leader who can both build and execute channel strategies while actively enabling partners to succeed in the market.
This individual will also act as a key cross-functional partner to Finance and Sales Enablement, ensuring accurate forecasting of the channel business, strong pipeline visibility, and effective partner enablement.
Job Responsibilities
What You'll Do
Develop and execute channel sales strategies to drive revenue growth.
Recruit, onboard, and enable new channel partners.
Manage and grow existing partner relationships.
Drive partner performance through coaching and joint business planning.
Support co-selling and pipeline development with internal sales teams.
Own channel forecasting in partnership with Finance, ensuring accurate pipeline visibility and revenue projections.
Analyze and manage channel pipeline health, identifying risks and opportunities.
Develop a strong understanding of partner contractual agreements and ensure compliance and optimization of commercial terms.
Partner with Sales Enablement to design and deliver effective partner training programs.
Lead partner training and enablement initiatives.
Monitor partner KPIs, pipeline, and revenue performance.
Collaborate with marketing on joint campaigns and demand generation.
Provide market insights to inform strategy.
Travel up to 40-60%.
Qualifications
Bachelor's degree in Business, Marketing, Engineering, or related field.
Experience in channel sales or partner management in software or industrial technology.
Strong understanding of software sales and indirect channel models.
Experience forecasting pipeline and revenue in partnership with Finance.
Understanding of partner contracts, commercial models, and agreement structures.
Experience working with CRM and sales tools.
Strong communication and stakeholder management skills.
Ability to work cross-functionally with Finance, Sales, and Enablement teams.
Proactive and results-driven mindset.
Core Skills
Channel Strategy Development
Partner Recruitment and Enablement
Indirect Sales and Revenue Growth
Pipeline and Forecast Management
Financial Acumen and Channel Forecasting
Cross-functional Collaboration
Partner Performance Management
Software Sales Acumen
Negotiation and Contract Management
CRM and Data-Driven Decision Making
Work Environment
Fully remote role with home office setup. Requires extended computer use and virtual collaboration. Travel 40-60%.
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