Channel Sales Executive

Smartbug Media/Point Sucess/Globalia

1d • Remote

About The Position

SmartBug Media is a highly respected name in the HubSpot ecosystem, known for its client retention and a fully remote team of specialists. The company prides itself on a culture where expertise and client outcomes are paramount, focusing on real, measurable growth rather than vanity metrics. The Channel Sales Executive will be responsible for building and nurturing strategic relationships within HubSpot to drive co-selling revenue. This role requires a deep understanding of the HubSpot ecosystem and channel sales dynamics, acting as a crucial link between SmartBug and the HubSpot sales team to facilitate faster software closures for clients.

The Channel Sales Executive will develop and execute engagement strategies across HubSpot's sales segments, conduct account mapping sessions, and analyze data to identify synergistic opportunities. They will be responsible for presenting pipeline forecasts and channel health reports, representing the agency at industry events like INBOUND, and serving as the primary point of contact for HubSpot Growth Specialists. A key aspect of this role is prioritizing rapid response to "Partner Assisted" leads to maintain trust and momentum. The executive will act as a strategic partner on sales calls, effectively bridging technical requirements with business value, and clearly articulating SmartBug's core competencies and differentiators. Conflict resolution with professionalism to preserve long-term partnerships is essential. The role involves driving full-cycle revenue generation with a personal goal of $1M+, managing the sales process from introduction to contract execution, and maintaining rigorous pipeline hygiene and data integrity within HubSpot. Continuous learning about the HubSpot platform and demonstrating HubSpot acumen and industry expertise to inspire confidence are also critical components of this position.

Requirements

• Bachelor’s degree or relevant professional experience.
• 3+ years of experience selling with or through a software partner ecosystem.
• Deep understanding of the HubSpot corporate structure and ecosystem hierarchy, and the ability to navigate roles and motivations to advocate for the agency.
• Proven ability to be a trusted advisor to the client and a supportive partner to the sales representative.
• Strategic mindset focused on long-term relationship capital.
• Strong proficiency in consultative selling methodologies.
• Ability to command a room, manage complex negotiations, and close high-value professional services contracts.
• Conduct high-impact demos of solutions.
• Excellent written and verbal communication, presentation skills, consultative selling, project management abilities, and a proven track record of working independently and collaboratively.

Nice To Haves

• Experience working at a HubSpot partner agency.
• HubSpot Software Certifications
• Existing relationships within the HubSpot sales organization.

Responsibilities

• Develop and execute engagement strategy to build relationships across SMB, Mid-Market and Corporate Sales segments within HubSpot.
• Conduct regular account mapping sessions with HubSpot to analyze prospect lists, identify overlapping target accounts, and coordinate joint outreach strategies.
• Analyze data to identify opportunities where our specialties align with HubSpot goals.
• Present pipeline forecasts and channel health reports clearly to both internal leadership and external Partner Development Manager (PDM).
• Represent agency at INBOUND and other partner events.
• Serve as the primary point of contact for a portfolio of HubSpot Growth Specialists, building strong, trusting "co-selling" relationships.
• Prioritize immediate responsiveness to "Partner Assisted" leads, recognizing that speed-to-lead is critical for maintaining trust and momentum with referring HubSpot representatives.
• Function as a strategic partner on sales calls, bridging the gap between technical requirements and business value.
• Position the agency’s core competencies and specialized solutions within the HubSpot sales organization, ensuring all reps clearly understand the agency's ideal client profile and competitive differentiators.
• Navigate and resolve conflicts with professionalism, ensuring the long-term partnership remains prioritized.
• Drive full-cycle revenue generation against a personal goal of $1M+, managing the sales process from partner introduction through scoping, negotiation and contract execution.
• Uphold rigorous pipeline hygiene and data integrity within HubSpot, applying strict qualification criteria to validate opportunities and ensure accurate forecasts.
• Demonstrate a commitment to continual learning regarding the HubSpot platform, staying ahead of product updates to remain a valuable resource to partners.
• Inspire confidence during the sales process by demonstrating HubSpot acumen and industry expertise.

What This Job Offers

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