Channel Business Development Manager

About the Role

The Channel Business Development Manager is responsible for recruiting new partners and driving ARR growth within assigned solution providers. This role involves collaborating with partners to drive new ARR through effective co-selling strategies and increasing ARR by identifying opportunities for upsells and cross-sells within the partner network. The Channel Business Development Manager will focus primarily on growth from new ARR rather than retention.

Key Responsibilities

• Recruit New Partners: Identify and onboard new resellers within assigned geographic territories.
• Drive ARR Growth: Collaborate with partners to drive new ARR through effective co-selling strategies.
• Expand Revenue: Increase ARR by identifying opportunities for upsells and cross-sells within the partner network.
• Partner Development: Develop and nurture relationships with new and existing partners to ensure their success and growth.
• Portfolio Management: Manage a portfolio of partners across multiple US geographic territories, ensuring balanced attention and support.
• Performance Tracking: Monitor and report on partner performance, providing insights and recommendations for improvement.
• Collaborative Selling: Travel into the territory to work closely with partners on co-selling efforts.

Qualifications

• Experience in channel sales and partner management.
• Strong ability to recruit and develop new partners.
• Excellent communication and relationship-building skills.
• Ability to manage a large portfolio of partners effectively.
• Willingness to travel to support partners in their territories.
• Bachelor's degree in business.
• 1-3 years' experience in management (channel or territory).

Pay

$68,000 - $102,000 per year

Benefits

• 15 Days of Vacation
• 3 Floating Holidays
• 2 Paid Volunteer Days
• 9 Paid Holidays
• Hybrid Work Environment
• Free Parking: covered and EV charging stations
• Various 401(k) Investment Options and Generous Company Match
• HMO and PPO Medical Care Options

Eligible States for Remote Work: Florida, Georgia, Maryland, Massachusetts, Minnesota, Ohio, Virginia, Washington DC, West Virginia and Wisconsin