Job Title: Channel Sales Growth Manager
This role involves managing a network of distributors and channel partners across the USA and Canada to drive sales growth, increase market penetration, expand visibility, and improve win rates.
You will develop, manage, and execute a strategic growth plan for key channel partners, targeting double-digit revenue growth year-over-year. This includes identifying white space opportunities, guiding partner investment, driving adoption of new products, and supporting vertical expansion into underpenetrated application areas.
Key Responsibilities:
* Build and execute a strategic growth plan for key channel partners.
* Use market, customer, and competitive intelligence to uncover white space opportunities and guide partner investment.
* Drive adoption of new product introductions and support vertical expansion into underpenetrated application areas.
* Identify, recruit, and onboard new channel partners in underserved regions or markets.
Partner Enablement & Commercial Execution:
* Deliver customized sales enablement, deal coaching, and pipeline acceleration support tailored to each partner's capability and focus.
* Lead joint account planning, demand generation campaigns, and co-branded marketing initiatives that increase share of wallet.
* Define and track KPIs for partner performance including opportunity conversion rate, new customer acquisition, and growth over baseline.
* Support partner-led customer engagements, joint field visits, and key account strategies.
Data-Driven Sales Management:
* Leverage CRM and partner dashboards to assess funnel health, growth levers, and execution gaps.
* Monitor monthly and quarterly performance against growth targets and lead corrective action planning when needed.
* Institutionalize Quarterly Business Reviews (QBRs) to align expectations, evaluate results, and recalibrate plans.
* Ensure timely and accurate reporting of funnel activity, competitive intelligence, and market trends.
Contract Management & Incentives:
* Negotiate channel agreements, pricing structures, and incentive programs.
* Monitor compliance with partner contracts, pricing discipline, and sales policies.
Channel Program Optimization:
* Prioritize high-potential partners for growth acceleration and rationalize underperforming relationships where necessary.
* Refine channel segmentation and incentive programs to reward overperformance and growth.
* Drive cross-regional sharing of best practices, pricing optimization, and partner sales playbooks.
* Partner with Key Account Management associates to leverage channel partner strategies and expand access to addressable market within target key accounts.
Collaboration & Conflict Management:
* Work cross-functionally with Regional Sales Managers, Product Marketing, Sales Specialists, and Field Application Specialists to align partner efforts with corporate priorities.
* Proactively manage channel conflict and ensure clarity between direct and indirect sales coverage models.
Impacting Win Rate:
* Support Channel Partners in crafting and delivering impactful scientific and financial value propositions that result in positive sales outcomes.
* Help refine product messaging to resonate with each channel partner and support channel partner sales teams in communicating value over features.
* Serve as a strategic multiplier that increases win rates by ensuring channel partner sales teams are focused, prepared, and supported with necessary market intelligence, relevant application details, and value selling insight.
We are an equal opportunity employer committed to creating a diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status.