We are seeking an experienced Channel Sales Manager to lead partner engagement, grow indirect revenue and optimise channel performance. The successful candidate will build strategic alliances and ensure partners are empowered to sell effectively.
This job description outlines the role, responsibilities and qualifications required for a Channel Sales Manager. It is designed for HR teams, recruiters and agencies to attract high-calibre candidates for channel leadership roles.
Channel Sales Manager Job Profile
The Channel Sales Manager is responsible for developing and executing channel strategies that drive sales through distributors, resellers and alliance partners. This role focuses on building strong relationships and creating scalable partner programmes.
The post requires a blend of commercial acumen, negotiation skills and experience in partner enablement. The manager will align channel objectives with sales targets and corporate strategy.
Channel Sales Manager Job Description
The Channel Sales Manager will design and implement channel go-to-market plans, recruit and onboard new partners, and manage an existing portfolio to meet revenue targets. This includes defining partner tiers, incentives and sales enablement resources. The role demands close collaboration with marketing, product and sales operations to ensure partners have the tools and training they need to succeed.
Day-to-day responsibilities include identifying potential channel partners, negotiating commercial terms, and establishing performance metrics. The manager will monitor partner performance, forecast indirect sales and report on channel contribution to senior management. Problem-solving and conflict resolution are essential when addressing partner issues or aligning partner focus with company priorities.
Strategic duties involve analysing market trends and competitor channel activity to refine partner plans and expand coverage. The Channel Sales Manager will champion partner feedback into product development and customer success initiatives, helping to shape propositions that resonate in partner ecosystems.
Channel Sales Manager Duties and Responsibilities
- Develop and execute channel sales strategies to achieve revenue and growth objectives
- Recruit, onboard and certify new distributors, resellers and alliance partners
- Build and maintain strong, long-term partner relationships
- Create partner programmes, incentives and tier structures to motivate sales
- Deliver partner enablement, including training, sales materials and case studies
- Collaborate with marketing to create channel-specific campaigns and lead generation
- Set KPIs, track partner performance, and provide regular reporting to senior leadership
- Manage partner contracts, pricing agreements and commercial terms
- Forecast channel sales and maintain an accurate sales pipeline
- Resolve conflicts and provide escalation support for key partner accounts
- Analyse market and competitor activity to refine partner strategies
- Work with product and customer success teams to improve partner satisfaction and retention
Channel Sales Manager Requirements and Qualifications
- Bachelor's degree in Business, Marketing or a related field; MBA desirable
- Minimum 5 years of experience in channel sales, partner management or indirect sales
- Proven track record of building and scaling partner programmes and hitting revenue targets
- Strong negotiation and contract management skills
- Excellent communication and presentation abilities
- Experience with CRM systems and channel partner portals
- Analytical mindset with the ability to interpret sales metrics and market data
- Ability to travel as required to meet partners and attend industry events
- Self-motivated, collaborative and comfortable working in cross-functional teams
- Knowledge of B2B sales cycles and channel partner ecosystems
