Vice President of Channel Sales

MultiTech•Mounds View, MN

About The Position

The Vice President of Channel Sales develops and executes MultiTech’s indirect sales strategy through strategic partnerships, distributors, resellers, system integrators, and other channel partners. This executive leader drives revenue growth, expands market presence, strengthens partner relationships, and builds and leads a high-performing channel sales organization. The role establishes partner programs and collaborates across the business to maximize customer experience and sales.

Requirements

Bachelor’s degree in business administration, Marketing, Sales, or a related field.
At least 12 years of progressive sales leadership experience, including significant channel sales management responsibility.
Proven track record of building and scaling successful channel partner ecosystems.
Demonstrated success achieving and exceeding revenue growth targets.
Experience leading geographically dispersed sales teams.
Strong background in strategic planning, partner development, and executive relationship management.
Deep understanding of channel sales models, partner management, and indirect go-to-market strategies.
Exceptional leadership, coaching, and team development skills.
Strong financial acumen and business planning capabilities.
Excellent negotiation, communication, and presentation skills.
Ability to influence and collaborate with executives, customers, and partners.
Strong analytical and strategic thinking abilities.
Experience with CRM systems, sales analytics, and channel management platforms.
Ability to lift up to 25 pounds.
Ability to sit for periods of time and use hands to finger, handle, or feel.
Ability to travel using all modes of transportation.
Valid passport.

Nice To Haves

MBA.

Responsibilities

Develop and execute a comprehensive channel sales strategy that supports company growth objectives.
Identify, recruit, onboard, and develop high-value channel partners.
Expand market penetration through strategic partner relationships and indirect sales channels.
Establish annual channel revenue targets, forecasts, and growth plans.
Analyze market trends, competitive landscapes, and partner opportunities to inform strategic decisions.
Manage partner segmentation and territory alignment to maximize coverage and performance.
Build and maintain executive-level relationships with key channel partners.
Develop partner enablement programs, training initiatives, and sales tools to improve partner effectiveness.
Create and oversee partner incentive programs, pricing strategies, and promotional activities.
Resolve escalated partner concerns and negotiate partnership agreements.
Conduct regular business reviews with strategic partners to assess performance and identify growth opportunities.
Lead, coach, and develop a high-performing channel sales team.
Establish performance metrics, sales processes, and accountability standards to improve sales forecasting accuracy and pipeline management.
Monitor and report channel sales performance against goals, including partner profitability and return on investment.
Foster a culture of customer focus, collaboration, and continuous improvement to drive customer experience.
Develop and manage channel sales budgets and resource allocation.
Partner with Sales Enablement to develop channel marketing programs and demand generation initiatives.
Collaborate with Product Management to communicate partner and customer needs.
Work with Finance to develop pricing models, margin structures, and revenue forecasts.
Coordinate with customer support and operations teams to ensure an exceptional customer and partner experience.
Align channel initiatives with corporate objectives and direct sales efforts.
Ensure compliance with contractual obligations and applicable regulations.
Drive continuous improvement in channel processes and partner engagement.