Channel Sales Manager

Summary

Join OneRail, a rapidly growing last mile logistics company, as a Channel Sales Manager. You will sell the Capacity Connect platform through various channels, including 3PLs, 4PLs, brokers, and carriers. This role involves developing strategic account plans, conducting in-depth customer discovery sessions, and managing complex sales cycles. You will build compelling business cases demonstrating the platform's ROI and collaborate with the OneRail Solutions team. The position requires strong B2B sales experience in logistics or a related field, along with a consultative sales approach. OneRail offers a competitive salary, uncapped commission, comprehensive benefits, and professional development opportunities.

Requirements

• 8+ years of B2B sales experience, ideally in logistics, supply chain SaaS, or transportation solutions
• Proven success in quota-carrying sales roles with a consultative approach
• Strong understanding of last mile delivery, 3PL services, or transportation management technology
• Adept at engaging both operational contacts and senior executives
• Self-driven, competitive, and focused on solutions that drive customer value
• Comfortable selling in complex environments with multiple stakeholders
• Proficient in Salesforce or similar CRM systems

Responsibilities

• Strategic Account Development: Craft and execute strategic account plans and build a sustainable revenue pipeline with 3PLs, Brokers and carriers directly and through strategic partners
• Solution-Focused Engagement: Conduct in-depth discovery sessions to understand customer needs and position Capacity Connect to achieve their strategic objectives
• Navigating Complex Sales : Skillfully manage intricate sales cycles involving multiple stakeholders, adeptly navigating organizational structures and decision-making processes to drive deals to closure meeting or exceeding quota for Transportation revenue
• Value-Driven Sales: Collaborate with prospective clients and the OneRail Solutions team to build compelling business cases that demonstrate the tangible ROI and strategic advantages of Capacity Connect
• Reporting: Deliver accurate weekly reporting on pipeline and adoption in Salesforce
• Trusted Advisor Role: Cultivate and maintain strong, long-term relationships with key stakeholders, positioning yourself as a trusted advisor and partner committed to their success
• Market and Product Intelligence: Maintain a strong understanding of the Capacity Connect offering, the competitive landscape, and emerging industry trends to effectively communicate our value proposition

Benefits

• Competitive base salary plus uncapped commission
• Medical, dental, and vision coverage
• 401(k) with company match
• Generous PTO and company holidays
• Ongoing sales training and professional development
• A high-growth, collaborative culture where your success is recognized and rewarded