Senior Channel Sales Manager

insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance.

About the role

We are looking for a Senior Channel Sales Manager to join our Microsoft Channel team. This is a quota-carrying role focused on driving annual recurring revenue (ARR) through our Microsoft-certified reseller and VAR partner network, primarily partners selling Jet (BI/reporting) and Quick Planning into the Dynamics 365 Business Central ecosystem. You will own a portfolio of active reseller partners and will work closely with strategic partners through structured joint business plans; building the relationships, enablement, and co-selling motions needed to make those partnerships genuinely productive. This is a remote role based in the United States. Travel is required (up to 50%) for partner meetings, joint customer engagements, and industry events.

Responsibilities

• Meet or exceed your ARR quota through partner-sourced and partner-influenced reseller deals. This is the most critical KPI for the role.
• Aggressively grow existing Microsoft channel pipeline by enabling partners, executing joint go-to-market plans, and systematically activating additional insightsoftware solutions.
• Develop and execute joint business plans with your top reseller partners, covering pipeline targets, go-to-market activities, and quarterly business reviews (QBRs).
• Build and maintain strong pipeline through account mapping, co-selling, and co-marketing initiatives with partners.
• Enable partners to position and sell insightsoftware solutions effectively; applying the Engage → Enable → Empower framework to drive partner readiness and sustained productivity.
• Manage channel conflict professionally and in line with insightsoftware's rules of engagement.
• Coordinate internal resources; including sales, marketing, customer success, and technical support to meet partner expectations and performance objectives.
• Monitor and respond to competitive activity in the Microsoft ecosystem, with particular focus on protecting and expanding share against direct competitors.
• Maintain accurate Salesforce records and provide reliable pipeline forecasts; conduct monthly and quarterly business reviews with internal leadership.

Requirements

• Minimum 5 years of channel sales experience in the software industry, with a track record of achieving quota through reseller or VAR partnerships.
• Demonstrable experience managing joint business plans and running structured QBR processes with partners.
• Proven ability to activate new partner sellers and bring them to productive status.
• Experience selling add-on or complementary software products through a partner channel, where insightsoftware is not the partner's primary vendor.
• Knowledge of co-marketing techniques and experience running demand generation activities with partners.
• Comfortable operating in a portfolio model: balancing high-touch engagement with strategic partners alongside broader territory management across tiered accounts.
• Strong commercial acumen with the ability to build a pipeline plan and work toward revenue targets.
• Excellent verbal and written communication skills; able to engage credibly at both sales and executive levels within partner organizations.
• Proficiency with Salesforce and disciplined in pipeline hygiene and forecasting.
• Bachelor's degree.
• Able to travel up to 50% as required.

Skills

• Experience forging revenue-oriented partnerships within the Microsoft ecosystem; ideally Dynamics 365 Business Central, F&O, or adjacent.
• Familiarity with finance, ERP, or business intelligence software ecosystems.
• Familiarity with FP&A and reporting/BI tools (Jet, Power BI, or similar).

Pay

The salary range in the United States for this position is $139,000 to $174,000 USD annually. For sales roles, this range includes the commission target. Your specific offer within this range will be determined by your skills, experience, and qualifications.