Manager of Inside Channel Sales

Job Description

Independently drive business growth through ESET’s channel partners and distributors, with a strong focus on partner engagement, account profiling, and cross-sell/upsell opportunities. Build, develop, and manage a qualified pipeline of channel partners across a defined geographic territory and account base. Lead and mentor a team of Inside Channel Account Managers, providing guidance, coaching, and strategic direction to maximize partner performance, pipeline generation, and revenue growth.

ESSENTIAL RESPONSIBILITIES AND DUTIES

• Team Leadership & Development
• Lead, coach, and develop a team of ICAMs to achieve individual and team targets
• Set clear performance expectations, conduct regular 1:1s, and manage performance reviews
• Support hiring, onboarding, and training of new ICAMs
• Foster a high-performance, collaborative, and accountability-driven team culture
• Channel Strategy & Execution
• Define and execute channel account management and sales strategy aligned with company revenue goals
• Establish best practices for partner engagement, sales tactics and sales programs to increase renewal upsell and retention
• Ensure consistent execution of channel programs, incentives, and go-to-market initiatives
• Revenue & Performance Management
• Own channel revenue targets and forecast accuracy for the team
• Monitor pipeline health, partner performance, and KPIs
• Identify risks and growth opportunities and implement corrective action plans when needed
• Partner Relationship Oversight
• Support escalations and complex partner negotiations
• Ensure high levels of partner satisfaction and long-term partner retention
• Reporting & Continuous Improvement
• Deliver regular performance reports and insights to senior leadership
• Analyze trends in channel performance, market dynamics, and competitive activity
• Continuously improve channel processes, tools, and programs
• Managerial Responsibilities
• Propose and implement improvements of processes and work procedures within the team
• Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds
• Share relevant information and support communication within the team and with other organizational units
• Propose and implement improvements of processes and work procedures within the team
• Manage, plan, and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes
• Provide regular feedback and evaluate work performance of direct subordinates (e.g., probation period, definite period, assessment interviews)
• Take timely and efficient measures to ensure high-quality and timely work output of the team and its members
• Ensure optimum planning of human resources, their substitutability, and be responsible for attendance of team members
• Cooperate with direct superior on planning for personnel and organizational changes
• Cooperate on new employee recruitment process
• In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities
• Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others

Required Skills, Knowledge & Abilities

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience)
• 4+ years of experience in channel sales, partner management, or B2B sales is required
• 2+ years of people management experience leading sales or account management teams
• Proven track record of delivering revenue through indirect sales channels
• Preferred: Experience managing multi-tier channel ecosystems (distributors, resellers, integrators)
• Industry experience in [SaaS / technology / manufacturing / telecom / FMCG, etc.]
• Strong forecasting and CRM expertise (e.g., Salesforce, HubSpot)
• Experience designing and scaling channel programs and/or sales teams

At ESET, diversity, equity, and inclusion (DEI) are integral to our corporate culture. We believe in creating a respectful environment, where everyone feels valued and respected, welcoming applications from individuals of all backgrounds, including race, gender, age, religion, disability, and sexual orientation.