Channel Sales and Partnerships Manager

Semios•Central Valley, CA

20h•Remote

About The Position

The Channel Sales and Partnerships Manager is responsible for executing Semios’ channel sales and partnership strategy to drive revenue growth through new and existing partner relationships. This role manages channel partner opportunities, leads commercial discussions and negotiations, and works cross-functionally to expand market reach and increase channel-sourced revenue. The role is an individual contributor position with significant external relationship management, pipeline management, and revenue generation responsibility. Reporting directly to the VP, GTM - Smartfield and working closely with the Director of Sales, this role will play a crucial role in shaping the future of Semios' market presence and success. You’re driven by purpose and motivated by work that matters. You’re looking for more than a role, you want to be part of a growing, forward-thinking company solving real-world challenges to improve how farming works, today and for the future.

Requirements

Bachelor’s degree in business, marketing, agriculture, or a related field, or equivalent experience.
8+ years of experience in channel sales, business development, partnership management, account management, or related commercial roles.
Experience in agriculture, ag technology, ag retail, SaaS, IoT, precision agriculture, or related industries preferred.
Demonstrated experience managing external commercial relationships and contributing to revenue growth.
Experience leading commercial discussions, developing proposals, and supporting contract negotiations.
Valid driver’s license and ability to travel regularly throughout the assigned region.
Strong understanding of channel sales, partner development, commercial relationship management, and revenue pipeline management.
Proven ability to build and manage strategic partner relationships that support profitable revenue growth.
Strong negotiation, presentation, and business case development skills.
Ability to manage a sales pipeline, track partner opportunities, and report on progress against revenue-related goals.
Working knowledge of SaaS, software integrations, API functionality, or technology-enabled solutions.
Strong business acumen with the ability to understand partner needs, customer value drivers, and commercial tradeoffs.
Excellent verbal and written communication skills, with the ability to engage internal and external stakeholders at multiple levels.
Analytical mindset with the ability to use data, partner feedback, and market insights to inform decisions.
Strong organizational, problem-solving, and follow-through skills.
Ability to work independently in a fast-paced, deadline-driven environment.
Ability to collaborate effectively across Sales, Product, Operations, Finance, Legal, and Marketing.

Nice To Haves

Current relationships with ag retail partners on the West Coast.
Current relationships with farmers, growers, or agricultural operators on the West Coast.
Experience with channel partnerships in agriculture, precision agriculture, or ag technology.
Familiarity with partner enablement, reseller models, integration partnerships, or strategic alliance programs.
MBA or advanced business-related education.

Responsibilities

Execute the established channel sales and partnership strategy to support revenue growth, market penetration, and partner-led expansion.
Identify, evaluate, and pursue new channel, reseller, integrator, and strategic partnership opportunities aligned with Semios’ commercial priorities.
Manage and strengthen relationships with new and existing channel partners, including ag retail partners, integrators, and other strategic market participants.
Manage the channel sales pipeline from prospecting and qualification through proposal development, commercial negotiation, and contract finalization support.
Lead commercial discussions and negotiate partnership terms in partnership with Sales Leadership, Finance, and Legal.
Develop partner-specific business plans, opportunity assessments, and activation plans to support channel growth.
Partner with Sales to identify new business, expansion, and upsell opportunities supported by channel relationships.
Track partner engagement, pipeline activity, revenue contribution, and other key performance metrics.
Share market, partner, and customer insights with Sales, Product, Marketing, Operations, and leadership to support commercial execution.
Represent Semios professionally with partners, customers, and industry contacts.