Channel Sales Manager, BI

Summary

Join insightsoftware as a Channel Sales Manager to drive revenue growth through our Business Intelligence unit. You will recruit, onboard, and activate new Channel Partners for Qlik, Fabric, and Power BI solutions. This role involves executing revenue-growing strategies, managing go-to-market programs, and ensuring pipeline fidelity. You will collaborate with cross-departmental teams and assist partners in customer engagements. Success in this remote position requires achieving sales quotas, developing partner account plans, and maintaining high partner satisfaction. The ideal candidate will have 7+ years of experience in a similar role with a strong focus on indirect sales and channel development for a software product company.

Requirements

• 7+ years of experience in a similar role with a strong focus on indirect sales and channel development for a software product company
• Track record of achieving targets with partner recruitment, enablement, pipeline generation and bookings revenue
• Experience of the workings of reseller, systems integrator and consulting ecosystem
• Excellent verbal and written communication skills and able to interact with technical and business counterparts both within and outside the company
• Hungry to learn and coachable
• Critical thinker with innate interpersonal skills
• Team player with positive attitude
• Entrepreneurial and self driven

Responsibilities

• Manage and grow new Channel Partners for our Business Intelligence business unit
• Implement a multi-year plan to rapidly grow revenue through recruiting, onboarding, and activating new Channel Partners within the Qlik, Fabric, and Power BI spaces
• Execute revenue growing strategies as well as managing go-to-market programs
• Excels at recruitment, onboarding, and activating partners into productive mode quickly
• Constantly assessing and prioritizing the needs of the region, by insuring the right partners are pursued and committed to mutual success
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Coordinates the involvement of company cross department personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners' expectations
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
• Assists partners in their customer engagements to help position, promote and sell insightsoftware solutions
• Builds a strong partner pipeline through tailored vertically focused initiatives, co-marketing programs, account mapping of company and partner
• Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Ensures partner compliance with partner agreements
• Drives adoption of company programs among assigned partners
• Monitors performance of partners and coaches them to higher levels of success
• Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory
• Achieves intermediate metrics for partner-driven sales activity, client meetings, and opportunities
• Develops and executes partner account plans that meet company standards
• Maintains high partner satisfaction ratings that meet company standards
• Completes required training and development objectives within the assigned time frame
• Reports to the DVP NA Channel Sales
• Enlists the support of territory direct sales, inside sales, marketing, service resources and other sales and management resources as needed
• Closely coordinates company executive involvement with partner and customer management as appropriate

Preferred Qualifications

Past relationships and network is a plus

Benefits

This is a remote opportunity