Channel Program Manager

Remote - United States

About The Role

As Channel Program Manager, you will be responsible for developing, managing, and optimizing partner programs to drive business growth through indirect sales channels. This role works closely with partners, sales teams, and marketing to create strategies, incentive programs, and enablement initiatives that strengthen partner relationships. You will also track performance metrics, ensure compliance with program guidelines, and identify ways to improve partner engagement and overall program effectiveness.

This role reports to the Vice President Global Channel Sales and will work within a matrixed organization to analyze the needs of the direct and channel partner sales teams. The Channel Program Manager will work with a variety of resources to design, develop and deliver relevant solutions. You will play a key role in educating channel sales personnel on the skills needed to help prospect into identified authorized territories to generate new leads and prospects, or cross sell into existing customer base.

Responsibilities

• Work closely with sales, channel, and marketing teams to understand the corporate go-to-market strategies and how to integrate with channel partners.
• Cross-functional team development of Channel Campaigns for execution through the channel partners, including, but not limited to, email marketing, social media, paid advertising, and event marketing through Channel Partners.
• Optimize the Channel process to improve Channel onboarding, enablement, and compliance.
• Produce high-quality content with cross-functional teams that speak to prospects’ pain points and highlights the benefits of our product offerings and the Channel Program.
• Collaborate with cross-functional teams, including product, customer success, sales, marketing, and operations, to ensure Channel aligns with overall business objectives.
• Provide input and guidance into the development of relevant sales enablement tools, including but not limited to sales knowledge database and learning management system, designed to optimize value messaging and accelerate channel sales execution.
• Develop Partner Program collateral/documents and onboarding tools to enhance overall partner experience and communicate to partners.
• Maintain a variety of delivery methodologies designed to engage channel partner sales teams with different learning experiences to drive new opportunities.
• Determine training needs through personal engagement with channel sales teams.
• Develop channel sales education curriculum with cross-functional teams focused on outcome improvement in the areas of sales skills, opportunity management, and the delivery of value proposition of the company, technology, and service offerings.
• Develop measurement criteria for ongoing evaluation of channel sales education curriculum in accordance with overall sales competency and alignment with contemporary product value and messaging, by working internally with Sales Enablement and externally with Channel Partners.
• Provide management of Partner Portal to create an engaging platform for partners to interact with Blackboard (lead registration, opportunity tracking, commissions, etc.).
• Work with channel operations/IT to implement channel strategy, data/reporting, system workflows, and overall operational governance for the program.
• Develop effective relationships with Marketing, Product Support, Global Services, Finance, Engineering, and other departments as needed.
• This role requires 5-10% travel internationally to attend internal meetings or conduct training in support of our direct and channel partner sales teams.

Requirements

• Bachelor’s degree in business or related field or equivalent work experience
• 3+ years of experience in software sales and channel development function working with Distributors and Resellers
• Skilled in Microsoft office suite (Word, Excel, Outlook, PowerPoint)
• Excellent oral and written communication skills
• Strong organizational skills with ability to handle various tasks without losing attention to detail
• Ability to work well as part of a team
• Experience using Salesforce.com for opportunity management, activity tracking, and reporting
• Strong follow-up skills and drive to be successful
• Fluency in written and spoken English

About Blackboard

Blackboard is a leading EdTech company and SaaS provider that delivers the digital environment for transformational teaching and learning. We serve thousands of institutions with the industry's most AI-advanced LMS, Blackboard Ally for accessibility, and institutional effectiveness solutions that put educators and learners at the center. We're an education company that builds technology. Learn more at blackboard.com.

Pay

The expected salary range for this position is $86,900 - $88,000. The range reflects base salary only and does not include additional compensation such as company bonus or benefits. Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.