Manager of Inside Channel Sales

Summary

Independently drive business growth through ESETs 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.

Job description

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.
• Set clear and realistic goals and expectations towards work performance within prescribed deadlines.
• 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

• Bachelors 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

Benefits

• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• Bi-Weekly Mediation Series
• On-site Gym and shower facilities

• Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance

• Recreational Zone
• Coffee & Snacks
• Parking Benefit

• Benefit Hub - Discounts on travel cars electronics etc
• 401(k) retirement savings
• ESETs Charitable Contributions Program
• Referral Program

Primary location

San Diego

Additional locations

Time type

Full time