About the Role
MCM Technology is looking to hire a Partner Channel Manager to build, grow, and manage a network of reseller and strategic partners that extend MCM's reach across the public safety market. This role owns the full partner lifecycle: recruiting and onboarding new partners, enabling and training their sales teams, opening senior-level and engineering relationships that deepen a partnership over time, and establishing the cooperative purchasing vehicles that make MCM easier for agencies to buy. This role does not carry an individual sales quota. MCM's direct sales team closes the business. This role is measured on its contribution to partner-sourced and partner-influenced pipeline and on the partnership milestones that create it. This is a full-time, remote role with up to 40% travel, reporting directly to the Chief Revenue Officer.
What We Value in You
• You understand the public safety market: law enforcement, fire, EMS, radio and communications, and can speak credibly to its buyers and influencers.
• You're a relationship builder who knows how to motivate a partner's sales team to prioritize and sell your solution alongside their own.
• You have a "can do" attitude. Our teams create high-quality work on quick timelines.
• You're never tired of learning and are always looking for ways to grow personally and professionally.
• You're both an effective communicator and an eager listener.
• You want to be an active part of helping our team continue to be at the forefront of how we serve public safety. You bring your energy and expertise to the table every day. We are stronger working together as a team.
What You'll Be Doing
• Build and execute a partner channel strategy that includes managing MCM's current partners, as well as identifying and recruiting new partners to extend MCM's coverage of the public safety market.
• Establish and manage onboarding, training, and enablement programs so partner sales teams can effectively position and MCM's platform.
• Own a contribution target for partner-sourced and partner-influenced pipeline. MCM's direct sales reps close the business; this role creates the joint pipeline that feeds them and works with partners to advance it.
• Effectively and efficiently document and track all partner-sourced and partner-influenced opportunities in Salesforce CRM to ensure accurate forecasting and pipeline evaluation.
• Serve as the primary point of contact for partners, resolving conflicts, coordinating deal support, and ensuring a consistent, positive partner experience.
• Work cross-functionally with the Sales, Solutions Engineering, and Customer Success teams to ensure partner-sourced deals and post-sale handoffs are well-supported.
• Develop joint business plans with key partners, including account mapping, co-marketing, and shared pipeline-generation activities.
• Build and operate MCM's deal registration process together with the Chief Revenue Officer, including rules of engagement, how credit is assigned between a partner and a direct rep, conflict resolution, and tracking in Salesforce. This process does not exist today and building it is a first-year deliverable.
• Evaluate which partnerships justify engineering investment and coordinate integration scoping between the partner's technical team and MCM Product. Bring a business case for the integration, not just a request.
• Open and maintain senior-level relationships inside partner organizations, including executive sponsor mapping and regular business reviews, so a partnership survives turnover on either side.
• Own the Zebra relationship, including expanding it beyond the initially approved scope and driving hardware attach alongside MCM's direct sales team.
• Build and own MCM's presence on cooperative purchasing and contract vehicles such as Sourcewell, GSA, NASPO, and state term contracts. MCM does not hold some of these today. This role owns the relationship and decides which vehicles to pursue; MCM's Contracts Manager owns pricing and contract terms.
• Renegotiate agreements with existing partners who resell MCM, working with the Contracts Manager on margin, terms, and minimums.
• Lay the groundwork for MCM reselling partner products beginning in 2027, including margin structure, who owns support, and how the offering is packaged and quoted.
• Stay up to date with relevant industry and job knowledge by attending conferences, participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.
• Effectively communicate the value and features offered in the software solutions partners are selling, including the ability to perform introductory level demonstrations of the software at tradeshows or in partner sales meetings.
Requirements
• Demonstrated experience building and managing partner/reseller channels and enabling their sales teams.
• A track record of generating measurable partner-sourced and partner-influenced pipeline, and of being held accountable for it.
• Strong interpersonal skills; good at establishing rapport, and building trust.
• Experience navigating complex, multi-party sales cycles involving both a partner organization and an end-customer.
• Ability to write clearly and communicate effectively via email and in person.
• A self-starter with the ability to solve problems independently.
• An effective multi-tasker, comfortable in a fast-paced environment.
• Strong emphasis on data integrity for pipeline accuracy, forecasting, and reporting.
• Values metrics and maintains strong organization skills.
• Ability to translate a technical integration request into a business case, and to run a joint call between two engineering teams without needing an engineer to lead it.
• Comfort building a program from nothing. Deal registration, partner tiering, and contract vehicle applications do not exist here yet.
Nice to Have's
• Direct experience in law enforcement, fire, or EMS, or technology sales experience specifically serving those agencies.
• Existing relationships with resellers, integrators, or channel partners active in the public safety market.
• Experience using Salesforce (training will be provided for candidates without prior experience).
• Experience with cooperative purchasing vehicles such as Sourcewell, GSA, NASPO, or state term contracts, including the application and renewal process.
• Experience structuring a reseller agreement from the vendor side, including margin, support ownership, and minimums.
Other Reasons to Join Us
• Health, Dental, and Vision insurance starting Day 1
• 401(k)
• Use what you need PTO policy
• Health Savings Account (HSA) option
• Flexible Spending Account (FSA) option
The pay range for this role is:
90,000 - 150,000 USD per year (Remote)
