Channel Sales Manager

SPS Commerce

2d • Remote

About The Position

The Channel Sales Manager (CSM) is an indirect sales role in a high-growth, lead-generating area of SPS Commerce. The role develops lasting business relationships with software and cloud-based companies specializing in ERP, Warehouse Management, and/or Transportation Management. This includes cultivating partnerships with software application companies and their independent business partner communities, and serving as SPS Commerce’s primary representative to those communities. Because channel markets and partners change quickly, the position calls for entrepreneurial, forward-thinking, innovative sales professionals skilled in discovery, prescriptive selling, and managing complex sales cycles. Sales are 100% indirect, with performance measured through territory (market) management.

Requirements

• Bachelor’s degree and 2 years of relevant work experience, or some post-secondary education and 3 years of relevant work experience.
• At least 2 years of sales experience, including a minimum of 1 year in a commission-based hunter sales role.
• Ability to think creatively and innovate to uncover new business opportunities.
• Ability to develop a comprehensive partner go-to-market strategy.
• Excellent communication and cross-functional teamwork skills, including with product management, implementation, support, sales, and senior management.
• Strong verbal, written, and presentation communication skills, including the ability to translate technical and customer information into business solution requirements that engage and drive partner-focused relationships.
• Experience with Microsoft Office, including Word, Excel, Outlook, and PowerPoint, and sales automation systems such as Salesforce.com.
• Proven organizational and prioritization skills.
• Familiarity with business applications in the ERP and supply chain space.

Nice To Haves

• ISV, VAR, or industry experience.

Responsibilities

• Create a thorough annual business plan detailing target markets, activities, and milestones needed to meet sales revenue and lead-generation objectives.
• Present detailed business plans to senior management and business executives, based on shared value propositions for both companies.
• Develop and maintain financial and non-financial metrics to measure channel partner relationship effectiveness for SPS Commerce and its partners.
• Use the business plan to educate other SPS Commerce departments on business goals and their role in executing objectives.
• Articulate the SPS Commerce value proposition for the entire product suite.
• Maintain consistent and accurate sales and partner forecasts daily using tools and applications specified by SPS Commerce senior management.
• Execute marketing programs, including directional ownership of industry and market trade shows with partners, to generate revenue and/or leads.
• Meet or exceed quarterly sales objectives and quota targets.
• Collaborate with other SPS sales organizations when independent VARs and/or System Integrators are involved, securing third-party support to improve win rates and formally bring partners into the SPS ecosystem.

Benefits

• Comprehensive benefits package supporting employees’ health, well-being, and financial security; benefits are country-specific and aligned with local laws and market practices.

What This Job Offers

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