Channel Sales Representative
About The Position
The Channel Sales Representative drives new revenue growth through channel partners by building and nurturing partner relationships, identifying sales opportunities, and executing joint sales initiatives. The role serves as the primary contact for partner sales inquiries and deal execution, collaborates with direct sales and partnerships teams, and develops joint go-to-market strategies and lead-generation opportunities. It also supports partner education, revenue forecasting, contract and business management, and channel-focused marketing activities. The role is suited to a results-oriented seller with SaaS channel sales and partner-management experience, a consultative selling approach, and the ability to work independently and collaboratively. It requires travel as needed, up to 40% of the time. BlackLine uses a hybrid workplace approach; candidates who live within a reasonable commute of an office are expected to work in the office at least three days a week. The stated salary range is $85,000–$100,000. Placement depends on relevant experience, skills, and location. Eligible employees may also receive short- and long-term incentive compensation and benefits and wellness plans.
Requirements
- At least 3 years of channel sales experience for SaaS providers.
- Proven experience in channel sales, partner management, or a related role.
- Well-developed consultative selling style and ability to advise clients and prospects.
- Experience negotiating with C-level executives and technology decision influencers using value-based selling techniques.
- Demonstrated understanding of BlackLine solutions.
- Results-oriented, with a record of meeting or exceeding sales targets and quotas.
- Ability to work independently and as part of a team.
- Proficiency with CRM software and sales reporting tools.
- Willingness to travel as needed to meet partners and attend events, up to 40% of the time.
- Consistent record of building accurate sales pipelines and forecasts.
- Excellent verbal and written communication skills.
- Bachelor’s degree in Business, Marketing, or a related field, or equivalent work experience.
Nice To Haves
- Experience selling finance or accounting software solutions, and/or experience selling to CFO organizations and Accounting or Finance departments.
- Experience selling SaaS software to mid-market organizations.
Responsibilities
- Cultivate and maintain channel partner relationships and serve as the primary point of contact for sales inquiries and deal execution.
- Identify new business opportunities and use partner relationships to drive sales growth.
- Collaborate with the direct sales team on joint selling with channel partners.
- Work with the partnerships team to identify and develop partners committed to promoting and selling BlackLine products and services.
- Increase partner-sourced revenue and market share through effective partner strategies.
- Develop and implement joint go-to-market strategies and lead-generation opportunities.
- Provide accurate, timely management information and revenue forecasts.
- Educate partners about commercial practices, products, and services so they can communicate BlackLine’s value proposition to customers.
- Manage transaction contracts and business practices, and resolve deal-booking issues with internal teams.
- Collaborate with marketing to plan and execute events and initiatives for channel partners.
Benefits
- Short-term and long-term incentive programs, based on eligibility.
- Benefits and wellness plans.
- Professional development seminars.
- Inclusive affinity groups.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
