Channel Sales Territory Manager

ButterflyMX • San Francisco, CA

20h • Remote

About The Position

ButterflyMX is seeking a Channel Territory Manager to join their team and take ownership of growing the integrator and reseller partner network across the Western territory. This is a quota-carrying revenue-generating role focused on selling ButterflyMX to channel partners, not end customers. The CTM will work with these partners to generate new business opportunities within their assigned territory. The ideal candidate is a results-driven professional with a proven background in channel sales, partner management, and business development, skilled in relationship building, strategic sales planning, and data-driven 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.
• 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.

Nice To Haves

• Prior employment as an installer or integrator is not required.
• Vendor-side regional sales managers with deep integrator relationships, former AEs at security or access control OEMs, and partner-facing roles in adjacent categories all fit the profile.

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 (approximately 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: Senior
• Education Level: No Education Listed