Senior VAR Channel Sales Executive - Remote - FS441

Fresche Solutions•Franklin, MA

9d•Remote

About The Position

At Fresche Solutions, we offer great work-life balance with flexible hours. You can work anywhere in USA … either from your home or in one of our offices… the decision is up to you. We believe in leading our industry, we believe in innovation, we believe in delighting our customers, guaranteeing their success, and ensuring that 100% of our customers are referenceable. Our distinct company culture makes us a top employer, as well a premiere choice for our customers for the last eleven (11) consecutive years. We work hard to ensure that our values permeate the company and are reflected in everything we do. Whether it be in setting priorities, defining ideas, or carrying out processes, we are committed to ensuring that our values are manifested at all levels of our organization. Role Summary: You will drive indirect revenue by developing and managing relationships with Value-Added Resellers (VARs), strategic partners, and IBM-centric partners. Your focus is pipeline creation, joint selling, and closing partner-sourced opportunities tied to cloud, managed services and modernization. This is a sales role and ideally a strong background in channel development, deep experience with IBM VARs, cloud economics, and complex enterprise solutions sales. The ideal candidate will understand how to package, price, and sell cloud vs on-premises offerings and can articulate the value of managed services in both environments.

Requirements

Strong background in channel development
Deep experience with IBM VARs
Cloud economics
Complex enterprise solutions sales
Understand how to package, price, and sell cloud vs on-premises offerings
Can articulate the value of managed services in both environments
Motivated, creative thinkers who thrive in fast-paced environments
Committed to excellence
Want to work with the best in the IBM i space

Responsibilities

Partner Sales & Pipeline: Build and manage a portfolio of VARs and strategic partners that generate qualified pipeline and bookings.
Drive joint account planning and co-selling motions with partners.
Influence partner sales teams to position Fresche’s modernization, cloud, and managed services offers.
Maintain accurate partner pipeline and forecast reporting.
Partner Recruitment & Activation: Identify, recruit, and onboard high-potential IBM-focused VARs and service partners.
Activate partners through enablement, joint campaigns, and opportunity alignment.
Focus on quality of partners and revenue impact, not just partner count.
Cloud & Managed Services Positioning: Help partners position hybrid cloud, IBM Power-based cloud, and managed operations services.
Support partners in articulating financial and operational benefits of cloud vs on-prem.
Align Fresche’s KTLO and managed services value to customer business outcomes.