About the Role: We're looking for a Regional Channel Sales Manager who knows how to build strong, long-lasting relationships with channel partners and make a meaningful impact internally for our partnership team. This isn't a desk job - you'll be out with our partners' sales teams, supporting them in winning deals, onboarding their new reps, and making sure our brand is front-and-center. Along the way, you'll be laser-focused on your KPIs to achieve sales through our partners, while growing Avive's brand presence, awareness, and market share with our channel partners. Working alongside management, you will provide real-time feedback on what is and isn't working, and be a part of the solution to ensure we're maximizing our opportunity with our channel partners in the field.
What You'll Do:- Including, but not limited to:
Be the Go-To Partner Resource- Serve as the primary field contact for channel sales teams in your region.
- Jump in on deals with reps - from pipeline strategy to customer meetings to closing support.
- Help uncover, track, and accelerate large opportunities within the channel's pipeline.
Drive Training & Enablement- Onboard our partners' new sales reps alongside their internal training team, ensuring fast ramp-up.
- Lead engaging trainings and product demos that give our partners' sales teams the confidence and tools to win.
- Keep our partners' sales teams updated on product updates, positioning, and competitive insights.
Grow Brand Presence in the Field- Build strong, regional-level relationships across your territory - know the teams, the customers, and the local dynamics.
- Be present at channel partner offices, meetings, and events to keep our brand top of mind.
- Be proactive in launching regional initiatives drive awareness and excitement about our product and brand.
Track Opportunities & Pipeline Impact- Partner with our partners' sales reps to identify and advance high-value opportunities.
- Monitor regional pipeline health, ensuring strategic deals have the right resources behind them.
- Report field intelligence back to internal teams to shape strategy and improve partner performance.
Collaborate & Share Insights- Work cross-functionally with internal sales, marketing, and partner teams to align execution.
- Provide regular reporting on activities, opportunities, and wins in your territory.
- Act as the voice of our partners' sales teams back to our organization.
Required Skills & Experience:- 5+ years of channel or distribution partner management experience, with a track record of growing relationships and driving revenue.
- 3+ years of direct selling experience, preferably in a high-activity environment (inside or outside sales).
- Experience working in organizations who have recently commercialized their product, with a willingness to adjust and audible the strategy in real-time.
- Strong understanding of channel and channel sales models, selling an innovative solution consisting of both software as a service, coupled with hardware.
- Proven success in training, enabling, and motivating sales teams.
- Leading from the front regionally with partnerships teams to help drive sales growth and brand adoption.
- Excellent communicator and relationship builder with a hands-on, in-the-field presence.
- Comfortable with frequent regional travel (50-60%) and regular, in-person cadence to achieve sales success.
- Self-starter mindset - you're resourceful, proactive, and thrive in a fast-paced environment.
KPIs:- (Key Performance Indicators)
Success in this role will be measured by activity-driven metrics aligned with channel best practices, leading to achieving a partnership team quota at a regional and nationwide level. Specific targets will be defined by the Manager but will include emphasis on:
- Pipeline Development: Volume and value of opportunities influenced or advanced with external sales teams.
- Sales Support Activity: Number of joint customer meetings, ride-alongs, and deal support engagements.
- Training & Enablement: Frequency and quality of rep onboarding sessions, external trainings, and product demos.
- Field Engagement: Number of channel partner visits, events supported, and in-field sales activations executed.
- Brand Presence: Growth of awareness and adoption at the channel level, measured through sales activity, sales growth, event participation, and partner feedback.
- Reporting & Insights: Accuracy and timeliness of pipeline tracking, activity reporting, and feedback to internal teams.
Anticipated Travel: ~50%
Anticipated OTE: $200,000
