Manager, channel sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager, Channel Sales based in United States.

This is a strategic channel leadership role focused on expanding and optimizing partner ecosystems across the US and EMEA. You will help transform channel sales from a reactive order-taking function into a proactive, predictable revenue engine. The role combines partner strategy, revenue ownership, pipeline management, enablement, and business planning. You will establish and drive Committed Annual Recurring Revenue (CARR) targets while building sustainable growth through strategic partnerships. Success requires close collaboration with Sales, Marketing, Product, Customer Success, and executive stakeholders. The position offers significant international scope, frequent partner engagement, and the opportunity to shape channel strategy in a fast-paced, high-growth technology environment. Up to 40% travel across the US and EMEA is expected to support partner relationships and industry events.

Accountabilities:

• Lead and optimize channel partner performance across the US and EMEA, adapting strategies to regional market dynamics, regulatory considerations, and cultural differences.
• Establish baseline performance metrics, negotiate CARR commitments with new and existing partners, and maintain accountability for achieving or exceeding revenue targets.
• Drive the transition toward proactive channel selling by coaching partners and internal teams on pipeline generation, cross-selling, and quota-focused sales practices.
• Develop and monitor joint business plans and go-to-market strategies with strategic partners, ensuring alignment with broader revenue objectives.
• Partner with Marketing and Product to provide sales enablement resources, competitive battlecards, product training, and other tools that improve partner effectiveness.
• Establish rigorous channel forecasting and pipeline management processes, analyze performance, and provide regular reporting and business insights to executive leadership.
• Identify, recruit, and onboard high-value partners in strategic US and EMEA markets.
• Manage partner agreements and negotiations, ensuring contracts reflect CARR commitments, sales expectations, tiering, and appropriate margin structures.
• Work cross-functionally with Direct Sales, Marketing, Customer Success, Product, and Engineering to align channel priorities with business objectives.
• Act as the internal voice of channel partners, translating regional market feedback into insights that can influence product and engineering roadmaps.

Requirements:

• Bachelor’s degree preferred, with 5–7+ years of progressive experience in channel sales, business development, or direct sales management within B2B SaaS or the technology sector.
• Demonstrated experience managing partner ecosystems across both the US and EMEA, with the ability to navigate diverse markets and operating environments.
• Proven success moving sales organizations or partners from reactive models toward proactive, quota-carrying, and CARR-committed structures.
• Strong understanding of SaaS revenue metrics, including CARR, ARR, NRR, and churn.
• Analytical and commercially minded, with the ability to evaluate channel opportunities, measure ROI, manage complex forecasts, and conduct data-driven business reviews.
• Excellent negotiation, presentation, communication, and relationship-management skills, including the ability to influence C-level executives and senior internal stakeholders.
• Experience managing or leading internal Channel Sales Managers is preferred.
• Familiarity with modern CRM platforms such as Salesforce and experience operating within organizations that combine direct and channel sales motions is preferred.
• Strong strategic thinking, problem-solving, conflict-resolution, and decision-making capabilities, particularly in high-stakes partnership situations.
• Ability to manage multiple priorities across time zones and operate effectively in a fast-paced, high-growth environment.
• Willingness and ability to travel frequently, up to 40%, across the US and EMEA, including international industry events.

Benefits:

• Annual base compensation of $100,000–$120,000.
• Estimated total cash compensation of $130,000–$170,000, including base salary and variable compensation.
• Compensation is determined based on factors such as skills, qualifications, education, experience, and location.
• Location-based compensation means the pay range may vary for the same role depending on the employee’s work location.
• International scope across the US and EMEA with exposure to strategic partner ecosystems and senior stakeholders.
• Opportunity to shape channel sales strategy, revenue operations, partner development, and go-to-market execution.
• Fast-paced, high-growth technology environment with significant cross-functional visibility.
• Frequent interaction with partners, customers, executives, and internal commercial and product teams.
• Inclusive workplace committed to equal opportunity and reasonable accommodations for applicants and employees with disabilities.

How Jobgether works:

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

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