Partner Channel Manager

Mcmtech

3h•$90,000 - $150,000•Remote

About The Position

MCM Technology is hiring a Partner Channel Manager to build, grow, and manage reseller and strategic partnerships that extend the company’s reach across the public safety market. The role owns the partner lifecycle, including recruiting and onboarding partners, enabling their sales teams, developing senior-level and engineering relationships, and establishing cooperative purchasing vehicles that make MCM easier for agencies to buy. The position has no individual sales quota: MCM’s direct sales team closes business, while this role contributes to partner-sourced and partner-influenced pipeline and the milestones that create it. This is a full-time, remote role with up to 40% travel, reporting directly to the Chief Revenue Officer. The Partner Channel Manager works across Sales, Solutions Engineering, Customer Success, Product, and Contracts to support partner opportunities, develop joint business plans, manage partner agreements, evaluate integrations, and build channel programs and processes. Responsibilities also include owning MCM’s Zebra relationship, pursuing cooperative purchasing and contract vehicles, and preparing for MCM to resell partner products beginning in 2027.

Requirements

Demonstrated experience building and managing partner or reseller channels and enabling partner sales teams.
A track record of generating measurable partner-sourced and partner-influenced pipeline and being accountable for it.
Strong interpersonal skills, including the ability to establish rapport and build trust.
Experience navigating complex, multi-party sales cycles involving a partner organization and an end customer.
Ability to write clearly and communicate effectively by email and in person.
Self-starter able to solve problems independently.
Ability to multitask and work in a fast-paced environment.
Strong emphasis on data integrity for pipeline accuracy, forecasting, and reporting.
Values metrics and maintains strong organizational skills.
Ability to translate a technical integration request into a business case and lead a joint call between engineering teams without requiring an engineer to lead it.
Comfort building programs from scratch, including deal registration, partner tiering, and contract vehicle applications.

Nice To Haves

Direct experience in law enforcement, fire, or EMS, or technology sales experience serving those agencies.
Existing relationships with resellers, integrators, or channel partners active in the public safety market.
Experience using Salesforce; training will be provided to candidates without prior experience.
Experience with cooperative purchasing vehicles such as Sourcewell, GSA, NASPO, or state term contracts, including application and renewal processes.
Experience structuring vendor-side reseller agreements, including margin, support ownership, and minimums.

Responsibilities

Build and execute a partner channel strategy, manage current partners, and identify and recruit new partners in the public safety market.
Establish and manage partner onboarding, training, and enablement programs.
Own a contribution target for partner-sourced and partner-influenced pipeline, and work with partners to advance opportunities for MCM’s direct sales team.
Document and track partner-sourced and partner-influenced opportunities in Salesforce CRM to support accurate forecasting and pipeline evaluation.
Serve as the primary point of contact for partners, resolve conflicts, coordinate deal support, and ensure a positive partner experience.
Work with Sales, Solutions Engineering, and Customer Success to support partner-sourced deals and post-sale handoffs.
Develop joint business plans with key partners, including account mapping, co-marketing, and shared pipeline-generation activities.
Build and operate a deal registration process with the Chief Revenue Officer, including rules of engagement, credit assignment, conflict resolution, and Salesforce tracking; establishing this process is a first-year deliverable.
Evaluate partnerships for potential engineering investment and coordinate integration scoping between partner technical teams and MCM Product, supported by a business case.
Develop senior-level partner relationships, including executive sponsor mapping and regular business reviews.
Own and expand the Zebra relationship beyond its initially approved scope, and drive hardware attach alongside MCM’s direct sales team.
Build and manage MCM’s presence on cooperative purchasing and contract vehicles, including Sourcewell, GSA, NASPO, and state term contracts; own partner relationships and determine which vehicles to pursue.
Renegotiate existing reseller agreements in coordination with the Contracts Manager on margin, terms, and minimums.
Prepare for MCM to resell partner products beginning in 2027, including defining margin structure, support ownership, packaging, and quoting.
Maintain relevant industry and job knowledge through conferences, educational opportunities, professional publications, personal networks, and professional organizations.
Communicate the value and features of partner-sold software solutions and deliver introductory-level demonstrations at trade shows or partner sales meetings.