Channel Sales Territory Manager

ButterflyMX • ,

3d • Remote

About The Position

ButterflyMX is seeking a Channel Territory Manager to join their team. This role is responsible for owning and growing the company's integrator and reseller partner network across the Central territory (Midwest and Mid-Atlantic). The Channel Territory Manager is a quota-carrying revenue owner who sells ButterflyMX to integrators and dealers, and then collaborates with these partners to generate new deal flow within their territory. The ideal candidate will have a strong background in channel sales, partner management, and business development, with a proven ability to build and nurture relationships, develop strategic sales plans, and use data-driven insights to drive revenue growth. Experience managing channel partnerships, executing go-to-market strategies, and optimizing sales performance across multiple territories is essential.

Requirements

• 3+ years in a quota-carrying channel sales, partner management, or business development role.
• Security, access control, video surveillance, low-voltage, or IT VAR experience preferred.
• Track record of building and growing partner relationships from Bronze through strategic tier.
• Comfort engaging at all levels of a partner organization, from owner to install tech to CFO.
• Fluency in Salesforce, Excel, and standard business software.
• Ability to work independently, prioritize across competing demands, and operate against quarterly milestones.
• Strong written and verbal communication. Engaging in a partner meeting, disciplined in CRM and email.
• Willing to travel approximately 50% of the time in-territory.
• Bachelors degree
• 3+ years of channel management experience with Security and/or IT VAR reseller partners
• Demonstrated channel sales success
• Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches
• Ability to develop relationships and engage at all levels with partners (Sales to C-suite)
• Fluency in Salesforce, Excel, and other business software
• Ability to work with minimal supervision, balance multiple priorities, and achieve deadlines
• Engaging personality, polished verbal and written communication skills, and meticulous attention to detail
• Must be willing to travel roughly 50% of the time to partners/events

Nice To Haves

• Existing integrator relationships in the West Coast territory
• Consultative, relationship-first sales motion. Comfort with multi-quarter partner development cycles.
• CRM discipline. Salesforce fluency, attribution rigor, clean pipeline hygiene.
• Commercial vertical exposure. Experience selling into smaller office, retail, mixed-use, or boutique hospitality deals.

Responsibilities

• Own and grow the partner relationship across all tiers (Bronze, Silver, Gold) in the West Coast.
• Quarterback partner onboarding, deal registration, co-sell support, and quarterly business reviews.
• Run the three core CTM motions: whale hunting (signing Tier 1 integrators not currently in the program), tier progression activation (moving partners up the Bronze/Silver/Gold ladder), and commercial vertical development.
• Identify, pursue, and sign target integrators using project intelligence (ConstructConnect, install history, competitive displacement opportunities).
• Lead with margin and recurring revenue economics, not product features.
• Build joint business plans with Gold and Silver partners.
• Run quarterly QBRs that walk partners through their unit economics, software margin trajectory, and pipeline.
• Partner with internal AEs on co-sell motion.
• Honor deal registration.
• Maintain attribution discipline in Salesforce.
• Travel in-territory to partner offices, job sites, regional trade shows, and industry events. Roughly 50%.
• Maintain accurate partner records, pipeline, and forecast in Salesforce.
• Deliver weekly pipeline brief and quarterly territory scorecard to the Director of Channel Sales.

Benefits

• Comprehensive Medical, Dental and Vision plans (ButterflyMX covers 80% of the cost) starting day 1
• 401(k) plan with a match
• 10 paid holidays, 20 vacation days, 5 sick days, 3 floating holidays
• Basic Life and Accidental Death and Dismemberment Insurance (ButterflyMX covers 100% of the cost)
• Short and Long Term Disability (ButterflyMX covers 100% of the cost)
• Paid Family Leave
• Employee Assistance Program
• Quarterly self-care stipends
• Access to optional benefits including pre-tax flexible healthcare spending accounts (FSA and HSA), Dependent Care FSA, and Commuter Benefits, as well as optional Supplemental Life, AD&D, Hospital Indemnity, Legal, Accident, Critical Illness, Pet, and Personal Liability Insurance

What This Job Offers

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