Channel Sales Manager

Decisions is a fast-growing, private-equity-backed technology company that provides an integrated workflow and rules platform for business process automation (BPA). Trusted by top Fortune 500 firms and SMBs worldwide, Decisions empowers diverse industries around the globe to streamline and improve their processes, enhancing efficiency and yielding results, regardless of technical expertise. This no-code automation platform seamlessly integrates AI tools, rules engines, and workflow management, enabling the transformation of customer experiences, modernization of legacy systems, and the achievement of automation goals three times faster than traditional software development. 

The Channel Sales Manager is responsible for joint go-to-market/business planning with their most strategic partners, serving as a virtual sales coach to partner salespeople, and orchestrating collaborative sales and demand generation efforts to close more deals. This role also includes analyzing market trends and tracking partner performance metrics and customer feedback to identify opportunities for improvement and innovation. 

Roles/Responsibilities 

• Drive customer value and top-line growth and achieve/exceed revenue targets by engaging and enabling an assigned group of partners; these may be transacting partners and/or other partner types tasked with enabling sales opportunities, such as referral partners and service-only partners 
• Build, maintain, and strengthen relationships with C-level executives and other key personnel within the partner organizations to understand their objectives, foster collaboration and trust, and facilitate growth 
• Optimize partners’ and their customers’ experiences and outcomes by serving as the escalation point for resolving issues and conflicts in a timely manner 
• Identify, recruit, onboard, and activate qualified new partners (typically in start-up or smaller partner sales organizations, and not in larger, more mature organizations with partner development managers) 
• Identify and lead joint go-to-market/business planning with high-performance/high-potential partners to include sales/sales opportunities, marketing, and go-to-market strategies, programs, and offerings. Conduct Quarterly Business Reviews to measure plan progress and make any needed adjustments 
• Assess, clarify, and validate partner needs and satisfaction levels, and advocate internally for corrections and improvements 
• Track and analyze partner performance against KPIs to identify areas for improvement and gaps that need to be filled through new partner recruitment 
• Provide partners with the resources, tools, ongoing training and coaching required to drive their preference for the company’s offerings and enable them to effectively position and sell the portfolio. This includes conducting regular pipelines reviews, win/loss reviews, and upcoming contract renewal strategy sessions 
• Provide actionable insights to partners and become recognized as a trusted advisor by staying informed on company announcements, industry trends, and the competitive landscape 
• Conduct regular meetings with key partner stakeholders to discuss performance and company announcements, share best practices, explore new opportunities for collaboration, and gather feedback 
• Oversee efforts to ensure partners are properly staffed, trained, and enabled with the right resources and tools in every relevant discipline, including sales, technical, marketing, and customer success management 
• Collaborate with various internal teams on behalf of partners and their customers to ensure partner success and alignment with organizational strategies 

Success Metrics 

• Revenue growth 
• Active partner rates 
• Conversion rate 
• Customer satisfaction (e.g., Net Promoter Score℠, implementation satisfaction scores, initial contact resolution, customer churn) 
• Partner engagement (e.g., certifications earned, MDF ROI, and incentives participation) 
• Forecast accuracy 
• Partner satisfaction 
• Pipeline activity (e.g., pipeline value, opportunities per partner, number/percentage of partners with active pipelines) 
• Portfolio adoption 
• Training and certification completion 

Background/Experience 

• Minimum of five years of experience in partner development, partner management, and partner sales 
• Minimum of three years of B2B direct sales experience with the same types of products/services/technology; sales management experience preferred 
• Proven track record of winning strategic deals, customer acquisition with partners, and growing partner revenue 
• Expertise in collaborative selling, sales, and the B2B customer lifecycle 
• Skilled in demand generation, financial acumen, and partner business models, partnership management, legalities, and partner programs 
• Knowledgeable in supply chain dynamics and operational efficiencies 
• Accountable, proactive, and results-driven in achieving business goals 
• Adaptable and resourceful, excelling in dynamic environments 
• Collaborative and customer-centric, fostering strong relationship