Channel Sales Manager

Summary

Join insightsoftware as a Channel Sales Manager and accelerate revenue growth by developing new routes to market through resellers and professional service firms. Identify, recruit, and activate new channel partners focused on the mid-market to deploy insightsoftware's ERP-complementing finance and reporting solutions. Grow short-term revenue while building the channel, prospecting, closing deals, managing pipeline, and forecasting. Collaborate with the Division VP of Channels on partner recruitment, enablement, and go-to-market plans. This remote role requires regular travel to partners and a strong entrepreneurial mindset.

Requirements

• Minimum 4 years of experience managing revenue-focused partnerships, with a track record of consistently achieving shared revenue goals
• Some Direct selling experience as part of your career journey. This is not a partner program management role
• MEDDIC or Solution Sales Methodology used in your previous role(s)
• Sales, marketing or partnerships experience at or with Microsoft ERP partners or systems integrator
• Experience in solutions for Corporate Finance or other LOB solution sales and can articulate these solutions to partners or customers
• Experience identifying, developing and scaling new sales channels for SaaS solutions
• Proven ability to prospect and generate new sales pipeline
• Outstanding verbal and written communication skills
• Strong business management skills – Pipeline mgmt., forecasting, partner performance analysis, using analytics to determine where to focus
• Critical thinking and strategic planning skills
• Bachelor's degree

Responsibilities

• Meet or exceed the agreed recurring revenue bookings goals with our sales channel partners. This is the most important KPI for this role
• With each channel partner, determine the best collaboration model to drive win-win outcomes and execute joint go-to-market plans focused on shared pipeline & revenue generation
• Recruit and activate new resellers to whom insightsoftware's solutions are highly complementary and whose business priorities are closely aligned with insightsoftware's revenue strategies
• Take full ownership of each assigned partner's journey with insightsoftware. Actively listen to our partner's needs, work relentlessly to earn their trust, and continue to innovate and expand the way we collaborate together
• Using a variety of BI tools, analyze and report on the progress of each strategic partner. Prepare for and run monthly or quarterly business reviews, aimed at meeting/exceeding the shared revenue goals
• Travel as needed (up to 35%) to generate and accelerate momentum with our top-tier ERP partners

Preferred Qualifications

The ideal candidate should exhibit insightsoftware's core values, i.e. results orientation, winning attitude, being one team, disciplined execution, and growth mindset