Channel Sales Manager

Job Description

Location: Remote (Eastern or Central Time Preferred)

Travel: Approximately 50% minimum

Reports To: Senior Vice President of Sales

About CompassMSP

CompassMSP is a leading managed IT services provider helping small and mid-sized businesses leverage technology to improve security, productivity, and business performance. Our comprehensive solutions include Managed IT Services, Cybersecurity, Cloud Solutions, Professional Services, Compliance, and Strategic IT Consulting.

We believe technology should enable growth—not create complexity. Our team partners closely with clients to deliver proactive, business-focused technology solutions backed by exceptional service.

Position Summary

CompassMSP is seeking a results-driven Channel Sales Manager to develop and expand our network of strategic referral and channel partners. This individual will be responsible for identifying, recruiting, enabling, and growing partnerships that generate qualified sales opportunities and recurring revenue.

The ideal candidate has experience building channel programs within the managed services, cybersecurity, cloud, or technology services industry and understands how to create mutually beneficial partnerships with technology vendors, consultants, private equity firms, telecommunications providers, business advisors, and complementary service providers.

Required Qualifications

• 5+ years of channel sales, partner management, business development, or alliance management experience.
• Experience within one or more of the following: Managed Services (MSP), Cybersecurity, Cloud Services, IT Infrastructure, Technology Consulting, Telecommunications
• Existing relationships with technology vendors and referral partners (TSDs).
• Demonstrated success developing partner ecosystems that generate measurable revenue.
• Strong executive presence and relationship-building skills.
• Excellent communication and presentation abilities.
• Ability to influence both internal and external stakeholders.
• Experience with CRM platforms such as Salesforce, HubSpot, or ConnectWise Sell is preferred.
• Highly organized with strong follow-through.
• Ability to travel for partner meetings and industry events.

Preferred Qualifications

• Experience working with private equity-backed organizations.
• Familiarity with Microsoft, Cisco, Dell, VMware, cybersecurity vendors, and cloud providers.
• Understanding of recurring revenue business models.
• Experience selling managed IT, cybersecurity, cloud, or professional services.

Success Metrics

• New channel partners recruited
• Active producing partners
• Partner-generated qualified opportunities
• Partner-generated monthly recurring revenue (MRR)
• Pipeline growth
• Closed revenue from partner referrals
• Partner engagement and retention
• Quarterly business review completion
• Forecast accuracy
• Develop and execute CompassMSP's channel partner strategy.
• Recruit, onboard, and manage a portfolio of referral and strategic partners.
• Continue to nurture relationships with existing TSD partners: Sandler, ARG, Avant as well as build new relationships
• Create joint go-to-market initiatives with partners.
• Educate partners on CompassMSP's service offerings and ideal client profile.
• Conduct regular business reviews and account planning with key partners.
• Generate qualified sales opportunities through partner relationships.
• Collaborate closely with Account Executives and Sales Leadership to transition opportunities into active sales cycles.
• Track partner performance, pipeline, and revenue using Salesforce.
• Attend industry events, conferences, networking groups, and vendor events.
• Work alongside Marketing on partner campaigns, webinars, and co-branded events.
• Identify new alliance opportunities that align with company growth objectives.
• Maintain accurate forecasting and pipeline reporting.

Compensation & Benefits

• Competitive annual base salary, plus commission
• Comprehensive health, dental, and vision coverages
• 401(k) with company match
• Flexible PTO and company holidays
• Career advancement opportunities
• Collaborative, growth-oriented culture
• Opportunity to help shape and expand the company's channel partner program