Strategic Channel Sales Manager

SPS Commerce

2d • Remote

About The Position

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain! Position Summary: Job Summary: Reporting to the Director of Partnerships, we are searching for a Strategic Channel Sales Manager to help accelerate SPS Revenue Recovery Partnerships Program. The Strategic Channel Sales Manager is an indirect sales role in a high-growth area of SPS Commerce that is a lead generating organization. The Strategic CSM is chartered with developing lasting business relationships with software & Cloud-based companies specializing in ERP, Warehouse Management, and/or Transportation Management. This includes cultivating partnerships directly with software application companies and their independent business partner communities, serving as the primary representative of SPS Commerce to these communities. The Markets that Channel Sales serve change very quickly including new markets and Partners. This rapid change requires entrepreneurial, forward-thinking, innovative sales professionals who are skilled at discovery, prescriptive selling, and managing complex sales cycles. If you're passionate about building relationships, driving results, and thriving in a fast-paced environment, we'd love to hear from you!

Requirements

• You have 8+ years of experience in acquiring, and managing strategic partnerships that drove revenue growth, ideally in the B2B SaaS industry, and in a fast-paced scale-up environment.
• You have 8+ years of successful sales experience generated by one’s own hunting/prospecting and selling complex and multi-party service, technology or software solutions into new accounts aligning with the C-suite level
• You excel at building and maintaining relationships with stakeholders at all levels, ensuring everyone is kept informed and engaged.
• You can work with anyone, and you can quickly and effectively assess what is important to any given stakeholder, and how to influence across reporting lines to ensure everyone is working in parallel to achieve the outcomes needed for the business.
• You thrive in unstructured environments and can quickly adapt to changes.
• You're comfortable introducing structure where needed and can navigate the complexity of a start-up with ease.
• You don’t cling to process for the sake of process – you understand that process is a tool to be used alongside many others to be maximally effective.
• You have a knack for seeing the bigger picture and understand how individual components interact to form a whole.
• At the same time, you can also foresee the downstream impacts of decisions made today and you use these to inform your approach on partnership opportunities.
• You can develop a comprehensive go-to-market strategy with partners
• You understand when it’s the right time to build fast and scrappy, or slow to scale, and how to balance these things to meet both short- and long-term objectives.
• You possess exemplary communication skills, with the ability to articulate partnership objectives, goals and expectations.
• You are equally eloquent and comfortable communicating in writing, in person, and when speaking to large groups.
• You can always lead a discussion to an outcome, no matter how many people and different opinions are in the room.

Responsibilities

• Develop and execute go-to-market strategies to maximize revenue potential.
• Provide exceptional deal support and negotiation expertise for both new and existing partners.
• Foster cross-functional collaboration to deliver value and exceed partners’ expectations.
• Lead the development of a comprehensive partner strategy alongside the partnership's leadership team.
• Identify and prospect potential partners, evaluating their suitability for strategic collaboration.
• Continuously assess market trends and industry landscapes to uncover new partner opportunities.
• Monitor and analyse key performance indicators (KPIs) to evaluate the effectiveness of partner campaigns and identify areas for improvement.
• Collaborate effectively with cross-functional teams such as Sales, Marketing, Product Marketing, and Finance, and ensure synergy across teams.
• Act as a bridge between departments, fostering communication and understanding of shared goals.
• Implement strategies that enhance collaboration and drive collective success.
• Create a thorough annual business plan that details the specific markets, activities, and milestones required to meet sales revenue and lead generation objectives
• Carry forward detailed business plans to senior management and business executives, based on collective value propositions for both companies
• Develop and maintain financial and non-financial metrics to measure the effectiveness of our channel partner relationships, both for SPS Commerce and for our partners.
• Leverage your business plan to educate the other departments at SPS Commerce on the goals of your business such such that they can participate in and understand their role in assisting you to fully execute on your objectives
• Articulate SPS value proposition for the entire product suite
• Work closely with other SPS sales organizations when independent VARs and or System Integrators are involved, winning the support of these third-party companies to increase our win rates, and ultimately bringing these partners formally into the SPS Ecosystem

Benefits

• comprehensive benefits package designed to support employees’ health, well-being, and financial security

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed