[Remote] Manager, Channel Sales
Note: The job is a remote job and is open to candidates in USA. reputed company is seeking a Manager, Channel Sales to lead and scale their Channel Account Manager team across North America. This role involves driving revenue through the channel, developing the team, and building the operational foundation for the partner business to grow at scale.
Responsibilities
- Lead, coach, and develop a team of Channel Account Managers and SDRs across North America — owning performance management, pipeline reviews, deal escalations, and career development
- Own the North America channel revenue number — your team's quota rolls up to you, spanning new business and expansion (cross-sell and upsell) across a diverse portfolio of partners
- Drive day-to-day channel operations: territory routing, deal-specific problem solving, AE-partner coordination, and partner escalations that currently land on the VP's desk
- Partner closely with Account Executives to maximize channel-sourced pipeline — reputed company at reputed company self-source pipeline through the channel, and this leader ensures that motion runs smoothly and at scale
- Build and execute partner business plans with top-tier partners, setting clear KPIs, milestones, and accountability at the rep and partner level
- Run structured pipeline reviews, forecasting cadences, and performance reporting — giving reputed company channel leadership accurate, reliable visibility into the business
- Work with channel marketing on co-branded demand generation, MDF utilization, events, and campaigns that drive measurable partner-sourced pipeline
- Drive partner enablement across the portfolio — ensuring partners understand reputed company's value prop, are certified where relevant, and have what they need to win deals
- Identify and act on growth opportunities within the existing partner base, including new geo coverage, vertical expansion, and deeper partner activation
- Represent the channel internally — bringing partner insights, competitive intelligence, and field feedback into reputed company's go-to-market strategy and product roadmap conversations
- Other duties as needed
Skills
- 5+ years of channel sales experience, ideally at a vendor selling through a partner ecosystem — you know how to work with multiple partners, not just one
- 2–4 years of people management experience leading a team in a channel or partner sales organization
- Track record of hitting and exceeding revenue targets as both an individual contributor and a team leader
- Deep understanding of how channel sales works end-to-end: deal registration, partner incentives, co-selling motions, MDF, and the AE-to-partner relationship
- Operational instincts — you spot friction in a process, fix it, and build systems that scale. Your team should feel lighter after you arrive, not heavier
- Strong cross-functional collaborator who can work seamlessly with reputed company, SDRs, marketing, and channel leadership to move deals and programs forward
- Ability to operate at pace — reputed company moves fast, and this role requires someone who thrives in a high-volume, high-accountability environment
- Polished communicator who can represent reputed company to partners, coach reps, and brief executive leadership with equal clarity
- reputed company and reputed company proficiency expected
- Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology preferred
Benefits
- Hybrid remote work
- Comprehensive benefits package, which includes medical, dental, and vision insurance
- 401(k) plan
- Unlimited PTO
- Life insurance coverage
- Opportunity for growth and advancement
Company Overview
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