Channel Sales Manager

As a quota-carrying Channel Sales Manager, you will play a pivotal role in driving revenue growth through our network of HR Technology channel partners. You will be responsible for developing and executing sales strategies, managing partner relationships, and achieving sales targets. This role requires a proactive and strategic thinker with a proven track record in channel sales and a deep understanding of how to leverage partnerships to maximize sales opportunities.

Major Responsibilities:

• Partner Relationship Management: Develop and maintain strong, long-term relationships with channel partners, serving as the primary point of contact to ensure a high level of partner satisfaction.
• Sales Strategy and Execution: Develop and execute go-to-market strategies, implement strategic sales plans to achieve revenue targets through channel partners, identify and recruit new channel partners to expand market reach, and collaborate with partners to create joint business plans that align with company objectives.
• Quota Management and Achievement: Own and achieve assigned sales quotas by managing and driving the performance of channel partners, while monitoring partner sales activities and pipelines, providing regular updates and forecasts to senior management.
• Training and Enablement: Provide training and support to channel partners to ensure they are equipped with the necessary knowledge and tools to sell Lightcast’s products effectively, while developing and delivering presentations, product demonstrations, and other sales materials to partners.
• Market and Competitive Analysis: Stay informed about industry trends, market conditions, and the competitive landscape, providing insights and feedback to internal teams to influence product development and marketing strategies.
• Collaboration and Cross-Functional Support: Collaborate with internal teams including sales, marketing, account management, product, engineering, and legal to meet partner needs and align on sales strategies, while participating in joint marketing activities and events with partners to generate leads and drive brand awareness.
• Reporting and Analytics: Track and report key performance metrics, partner performance, and sales activities, using data and insights to drive continuous improvement in channel sales processes and partner engagement.

Education & Experience:

• Ability to travel up to 30% to meet with partners and attend industry events.
• 3+ years of experience in channel sales or business development, preferably within HR Tech.
• Experience working with HCM solutions such as Workday and/or SAP SuccessFactors is highly preferred.
• Proven track record of meeting or exceeding sales quotas in a channel sales environment.
• Bachelor’s degree in Business, Marketing, or a related field.
• Experience managing a portfolio of channel partners and driving revenue through partner relationships.
• Strong strategic thinking, problem-solving skills, excellent interpersonal and communication skills with the ability to build relationships and influence stakeholders at all levels.
• Proficient in using Salesforce and other sales tools to manage partner relationships and track performance.
• Self-motivated, results-oriented, and capable of working independently as well as part of a team.