Make Your Mark: As a Channel Sales Representative, you will play a pivotal role in expanding our market reach and driving revenue growth through effective partnership management. You will be responsible for driving new revenue growth along side our channel partners. This includes building and nurturing relationships with channel partners, identifying sales opportunities, and ensuring the successful execution of joint sales initiatives. This role is ideal for a results-driven individual with a strong understanding of our products and services and the ability to thrive in a collaborative, fast-paced environment.
You'll Get To:- Channel Partner Engagement: Cultivate and maintain relationships with channel partners, serving as the primary point of contact for sales inquiries and deal execution.
- Identify Sales Opportunities: Proactively seek out new business opportunities and leverage existing partner relationships to drive sales growth.
- Joint Selling: Collaborate with our direct sales team to facilitate joint selling efforts with channel partners, ensuring a unified approach to customer engagement.
- Partner Development: Work with our partnerships team to Identify and develop channel partners committed to promoting and selling our products and services. The partnerships team drives recruitment, enablement
- Revenue Growth: Increase revenue from partner sources and expand market share through effective partnering strategies.
- Go-To-Market Strategies: Develop and implement joint "go-to-market" strategies and lead generation opportunities to maximize market penetration.
- Management Information: Provide accurate and timely management information and revenue forecasts to help in strategic planning and decision-making.
- Educational Support: Educate partners on our commercial practices, products, and services, enabling them to effectively communicate our value proposition to their customers.
- Contract and Business Management: Manage transaction contracts, business practices, and resolve deal booking issues in collaboration with internal teams.
- Marketing Collaboration: Work closely with the marketing department to plan and execute marketing events and initiatives tailored for channel partners.
What You'll Bring:- 3+ years channel sales experience for SaaS providers,
- Proven experience in channel sales, partner management, or related roles.
- Knowledgeable advisor to clients and prospects with a well-developed consultative selling style.
- Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques.
- Demonstrated exceptional understanding of BlackLine Solutions.
- Results-oriented with a track record of meeting or exceeding sales targets.
- Ability to work independently and as part of a team.
- Proficiency in CRM software and sales reporting tools.
- Willingness to travel as needed to meet with partners and attend events up to 40% of the time
- Proven and consistent track record of building accurate sales pipelines and forecasts, and meeting and exceeding sales quotas.
- Excellent verbal and written communication skills.
- Bachelor's degree in Business, Marketing, or a related field (or equivalent work experience).
We're Even More Excited If You Have:- Experience selling finance/accounting software solutions and/or background in selling into the CFO's organization and Accounting/Finance departments.
- Experience selling SaaS Software to Mid-Market organizations
Salary Range:$85,000.00-$100,000.00
Pay Transparency Statement:Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.
In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.
