Channel Sales Manager

Role Overview

The Channel Sales Manager plays a pivotal role in expanding revenue through strategic partnerships. You'll be the bridge between our company and external partnersdistributors, resellers, or value-added vendors. By developing trust-based relationships, executing channel strategies, and empowering partners with training and support, you will drive indirect sales and expand our market presence.

Key Responsibilities

• Design and Execute Channel Strategies

  Craft and implement sales strategies tailored for indirect channels to hit revenue and market-share goals.

• Partner Recruitment & Onboarding

  Identify and onboard new channel partners aligned with business goals to grow coverage and reach.

• Maintain & Nurture Partner Relationships

  Build strong, sustainable relationships via regular engagement, performance check-ins, and collaborative business planning.

• Training & Enablement

  Provide partners with product insights, sales enablement materials, and ongoing training programs to ensure they effectively represent and sell our offerings.

• Performance Monitoring & Analytics

  Define KPIs, monitor partner performance, analyze data, and adjust tactics to optimize outcomes.

• Negotiation & Incentive Management

  Negotiate partner agreements, compensation plans, and incentives to motivate partners and secure strategic alignment.

• Conflict & Issue Management

  Proactively address conflicts between the company and channel partners, ensuring smooth operations and ethical resolution.

• Cross-Functional Collaboration

  Partner with internal teams (marketing, product, operations) to synchronize campaigns and enable partners with required tools and messaging.

• Market Analysis & Forecasting

  Study market trends, competitor strategies, and sales data to predict future channel performance and inform strategic decisions.

• Reporting & Forecast Submission

  Generate and present regular sales forecasts and performance reports to senior management.

Qualifications & Skills

• Educational Background

  Bachelors degree in Business Administration, Marketing, or a related field.

• Experience

  1–5 years in sales, business development, partner or channel management.

• Core Competencies

• Excellent communication, negotiation, and relationship-building skills.
  
• Strong analytical ability with familiarity in KPI tracking and data-informed decision-making.
  
• Proficiency in CRM tools (e.g., Salesforce, Zoho), sales analytics (Power BI, Tableau), and collaboration platforms (Slack, Teams).
  
• Self-motivated, organized, and capable of working autonomously while coordinating across teams.
  
• Strategic mindset with adaptability to dynamic market conditions.
  

• Desirable Traits

• Industry knowledge in domains like IT, manufacturing, or consumer goods.
  
• Strong leadership presence to guide partners, influence stakeholders, and drive shared success.
  
• Comfort with occasional travel to engage partners in-person and support in-field activities.