About the role
Channel Sales Manager (100% Indirect Sales)
Location: Germany (100% Remote)
Employment Type: Full-time, Permanent
Category: Channel Sales / Partner Management
On behalf of our Client - a fast-growing, international provider of cloud-based B2B solutions (SaaS, ERP, WMS, TMS, and supply chain integration) - we are seeking an entrepreneurial and results-driven Channel Sales Manager.
In this role, you will be responsible for developing and cultivating long-term business partnerships with software companies, cloud-based application vendors (ISVs), and their independent partner communities (VARs, System Integrators).
Key Responsibilities
* Strategic Business Planning: Develop and execute a comprehensive annual business plan detailing specific target markets, key sales activities, and milestones required to meet revenue and lead generation targets.
* Executive Representation: Serve as the primary representative to partner communities, carrying value propositions forward to senior management and executive leaders.
* Performance Measurement: Establish and track financial and non-financial metrics to evaluate and optimize the effectiveness of channel partner relationships.
* Cross-Functional Alignment: Educate and engage internal teams (product management, implementation, support, sales) on channel business goals to ensure seamless execution.
* Forecast Accuracy: Maintain accurate daily/weekly sales and partner forecasts using CRM applications (Salesforce).
* Marketing & Event Ownership: Drive joint marketing programs and take directional ownership of industry trade shows alongside partners to generate leads and revenue.
* Quota Attainment: Consistently meet or exceed quarterly sales quota targets.
* Ecosystem Expansion: Collaborate with internal sales teams to win the support of independent VARs and System Integrators, formally bringing them into the partner ecosystem.
Minimum Requirements
* Education & Experience: * Bachelor’s degree plus 2 years of relevant work experience OR post-secondary education plus 3 years of relevant work experience.
* Sales Track Record: 2+ years of overall sales experience, with a minimum of 1 year in a commission-based hunter sales role.
* Domain Knowledge: Practical familiarity with enterprise software applications in the ERP and Supply Chain / WMS / TMS spaces.
* Strategic Mindset: Proven ability to think innovatively ("outside the box") and build joint Go-To-Market (GTM) strategies with partners.
* Communication Skills: Excellent verbal, written, and presentation skills, with a demonstrated capacity to translate complex technical concepts into business solution requirements.
* Tech Proficiency: Hands-on experience with MS Office (Word, Excel, PowerPoint, Outlook) and Sales Automation systems (Salesforce.com or equivalent).
Preferred Experience
* Background working within an ISV, VAR, or IT System Integration environment.
What Our Client Offers
* Flexibility: 100% remote working model from anywhere within Germany.
* Compensation: Competitive base salary accompanied by an attractive performance-based commission model.
* Growth: High-visibility role in a fast-paced, high-growth sector of the B2B SaaS and supply chain industry.
* Culture: Collaborative, innovative, and international work environment.