Channel Manager, Hybrid Work Solutions

HP • TW2CO - Teleworker/Offsite-USA-CO, CO

1d • $195,450 - $308,000 • Hybrid

About The Position

The Channel Manager, Hybrid Work Solutions is responsible for leading a high-performing sales team to achieve revenue goals within the Hybrid Work Solutions portfolio. The ideal candidate brings a sophisticated background in Solution Selling and Channel Management to navigate complex partner ecosystems. You will nurture executive-level relationships, craft data-driven strategies, and act as a subject matter expert in collaboration technology to drive growth. This role ensures team compliance with industry regulations while providing market-based insights to senior leadership to shape the future of work.

Requirements

• Four-year or Graduate Degree in Business, Marketing, or a related field (or equivalent work experience).
• Typically 5–7 years of management experience, specifically leading B2B sales teams.
• 7–10 years of sales experience, with a strong preference for candidates with a background in Channel Management.
• Proven track record in Solution Selling is required.
• Solution Selling Methodology: Moving from transactional sales to integrated value-based solutions.
• Channel Management: Understanding Tier 1 and Tier 2 partner models and distribution.
• Collaboration Ecosystems: Knowledge of platforms like Microsoft Teams, Zoom, and Google Workspace.
• Business Planning & KPIs: Setting and tracking metrics beyond just revenue (e.g., attach rates, partner health).
• Salesforce & Sales Tools: Advanced proficiency in CRM management and pipeline hygiene.

Nice To Haves

• Experience selling Collaboration Solutions, including: Video Collaboration (Meeting Room Systems, Cameras). Voice Platforms (UCaaS, VoIP). Professional Headsets and Personal Audio.

Responsibilities

• Sets clear, achievable goals for the team in alignment with the organization’s objectives, focusing on Total Solution Selling rather than individual hardware components.
• Manages and optimizes channel partner relationships to expand market reach and ensure partner loyalty within the Hybrid Work space.
• Cultivates strong professional relationships with key IT and business executives to identify opportunities for Video Collaboration, Voice Platforms, and integrated workspace solutions.
• Manages employee performance, offering specific guidance on overcoming objections in complex technical sales and driving deal closure.
• Conducts in-depth sales forecasting by analyzing historical data and emerging trends in the hybrid work market.
• Presents comprehensive reports to upper management, highlighting performance trends and competitive shifts in the collaboration landscape.
• Manages the sales budget, ensuring cost-effective resource allocation and high ROI on channel incentives.
• Delivers continuous training on Collaboration Solutions, including product knowledge for professional headsets, video conferencing, and UC platforms.
• Leads recruitment, coaching, and career development to build a team of experts in hybrid work transformations.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)

What This Job Offers

• Job Type: Full-time
• Career Level: Manager