Sr. Sales Manager, Channel Services

Responsibilities

• Own and execute the strategy for services growth through distribution partners, resellers, and OEM ecosystems.
• Lead, coach, and develop a team of account managers, driving individual and team performance against expected revenue targets.
• Shift services penetration from direct sales models toward scalable, partner-led motions.
• Identify and develop high-impact partner relationships aligned to data center infrastructure and lifecycle services.
• Create, launch, and continuously refine a partner incentive framework that drives services attach at hardware or solution point-of-sale.
• Align incentives to behaviors that improve recurring revenue, lifecycle coverage, and customer retention.
• Partner with offering and product management, field operations, and channel leadership to ensure program profitability and scalability.
• Build enablement tools, pricing models, and packaging strategies that simplify services inclusion at time of sale.
• Establish governance, tools, and accountability for tracking contract renewals across partner channels.
• Reduce renewal leakage through improved visibility, partner accountability, and automated workflows where possible.
• Implement reporting structures that provide clear line-of-sight into recurring revenue performance by channel.
• Collaborate with direct sales and solution teams to align messaging and coverage models across segments.
• Define KPIs for partner-driven services revenue, attach rates, renewal retention, and pipeline contribution.

Requirements

• Bachelor’s degree in business, engineering, or related field (or equivalent combination of education and experience)
• 10+ years sales experience working with high profile accounts
• Experience managing or leading teams
• Demonstrated ability to negotiate and close complex transactions with multiple decision makers
• Excellent organizational, analytical, and interpersonal skills
• Detail oriented with the ability to manage and prioritize leads through multiple channels
• An effective motivator with an enthusiastic desire to succeed
• High degree of independent judgment
• Ability to work in a matrix management environment and with all levels within the organization

Qualifications

• Understanding of HVAC products, critical environments, service offerings, and clients
• Experience with partner program design or channel incentive frameworks