Regional Channel Sales Manager/Remote
The Role
We are seeking a dynamic, results-driven Regional Channel Sales Manager to join our team. In this key role, you will own and grow revenue in your assigned region by managing and expanding our network of Value-Added Resellers (VARs). You will focus on both account management of existing VAR partners and new business development ("hunting") to recruit high-potential new VARs. This is a hunter-farmer hybrid role ideal for someone who excels at building strong channel relationships while consistently delivering sales growth in the fleet telematics, vehicle tracking, and automotive technology space.
What You'll Do
Manage and Grow Existing VAR Accounts: Build and maintain strong, strategic relationships with current Value-Added Resellers. Provide ongoing support, training, and resources to help them successfully sell and implement Solera | Omnitracs and Spireon solutions (fleet management software, GPS telematics, asset tracking, safety & compliance tools, etc.). Hunt for New VAR Accounts: Proactively identify, qualify, and recruit new VAR partners in the assigned region. Target companies with complementary offerings in fleet management services.
What You'll Bring
Develop and execute regional channel strategies to meet or exceed sales quotas, revenue targets, and partner growth objectives.
Conduct joint sales calls, product demonstrations, and presentations with VAR sales teams to drive end-customer wins.
Deliver product training, marketing support, and co-selling opportunities to enable VARs to effectively position and sell our portfolio.
Monitor partner performance, sales pipelines, and forecasts; implement corrective actions or incentive programs as needed.
Collaborate closely with internal teams (Sales, Marketing, Product, Technical Support, and Finance) to ensure partner success and customer satisfaction.
Negotiate partner agreements, pricing, and terms while ensuring compliance with company policies.
Analyze market trends, competitive activity, and regional opportunities to refine channel strategies.
Travel regularly within the assigned region to meet with partners and prospects (estimated 60%-40% travel).
It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company's needs may change over time. Therefore, the above job description is not comprehensive or exhaustive. The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.
