This position is listed on behalf of a partner company, who manages all applications and next steps.
Remote, full-time sales leadership role focused on building strategic relationships with channel partners and accelerating business growth.
Responsibilities
Serve as a trusted strategic advisor to channel partners, including value-added resellers, distributors, systems integrators, independent software vendors, and managed service providers.
Develop mutually beneficial partner strategies and joint business plans aligned with business priorities and customer needs.
Drive end-to-end revenue, profitability, pipeline growth, and market share through data-driven sales initiatives.
Articulate global and local business strategies and enable partners to effectively sell with, sell to, and sell through the organization.
Develop a strong understanding of partner priorities, industry trends, technology landscapes, IT investment strategies, and relevant solution portfolios.
Communicate the value of technology solutions and differentiate offerings from competing alternatives.
Coordinate sales cadence, education, marketing activities, executive briefings, forecasting, business planning, and customer engagements with partners.
Leverage internal technical and specialist resources to support partner opportunities and accelerate sales outcomes.
Develop tailored solutions incorporating products, services, and technology alliances to address specific partner and customer requirements.
Recruit and develop new partner relationships when needed to expand market reach and increase partner commitment.
Monitor partner sales activity and pipeline development, providing guidance and support where appropriate.
Implement strategic programs, systems, and initiatives with partners to improve financial outcomes and strengthen long-term partner relationships.
Support partner awareness and compliance with applicable standards of business conduct and legal requirements.
Requirements
Bachelor's or university degree preferred, or equivalent relevant professional experience.
Typically 5+ years of sales experience, with solid experience selling through or to channel partners strongly preferred.
Demonstrated ability to build and maintain strategic relationships with partners and influence stakeholders across different levels of an organization.
Strong technology acumen and awareness of current technology trends, cloud and edge environments, and relevant solution strategies.
Proven sales expertise, including opportunity identification, solution development, value positioning, negotiation, and pipeline development.
Strong account management capabilities, including the ability to create strategic plans aligned with customer, partner, and business objectives.
Understanding of technology portfolios and the ability to identify solutions that best address customer and partner needs.
Strong knowledge of the channel ecosystem, partner business models, industry trends, competitive dynamics, and market opportunities.
Financial acumen, including familiarity with income statements, balance sheets, revenue projections, and other financial concepts used to assess business opportunities and risks.
Strong sales forecasting skills and the ability to anticipate partner needs, identify gaps, and proactively develop plans to achieve targets.
Excellent verbal, written, presentation, negotiation, and interpersonal communication skills.
Strong organizational and time-management abilities, with the capacity to prioritize activities and consistently meet deadlines.
Entrepreneurial mindset with creativity, initiative, and the ability to develop innovative approaches to expanding sales opportunities.
Ability and willingness to travel approximately 50% as required for partner and customer engagements.
Ability to work independently in a remote environment while collaborating effectively with geographically distributed teams.
Conditions
Annual compensation range of $175,000–$411,500 for eligible locations in Georgia and Virginia, including base salary and target-level sales compensation.
Compensation structure based on a 60% base salary / 40% target-level sales compensation mix at 100% achievement of the sales plan.
Comprehensive employee benefits supporting physical, financial, and emotional well-being.
Health and wellness benefits for employees and eligible loved ones.
Professional and personal development programs designed to support career growth and specialization.
Opportunities to develop expertise or explore career opportunities across different business areas.
Remote/telework arrangement, primarily working from home.
Flexible approach to managing professional responsibilities and personal needs.
Inclusive and collaborative work environment that values diverse backgrounds and perspectives.