Channel Sales Manager

Job Title: Channel Sales Manager
Job Location: Solon, OH
Job Type: Full-time

Job Description:

• Develop and execute channel sales strategies that achieve revenue, profitability, and market share objectives within assigned territories and partner networks.
• Identify, recruit, onboard, and develop distribution partners, resellers, and strategic channel relationships to support business growth initiatives.
• Establish and maintain executive-level relationships with channel partners, key customer stakeholders, and industry influencers.
• Create and execute joint business plans with channel partners, including sales objectives, account strategies, demand generation activities, and performance metrics.
• Drive revenue growth through consultative selling, opportunity identification, market development, and expansion of existing partner relationships.
• Collaborate with channel partners on customer engagement activities, product demonstrations, training programs, and joint sales calls.
• Lead commercial discussions including pricing strategies, contract negotiations, rebate programs, and partnership agreements.
• Develop and manage sales forecasts, pipelines, and business plans utilizing CRM and business intelligence tools.
• Conduct regular business reviews with channel partners to assess performance, identify improvement opportunities, and drive accountability.
• Gather and communicate market intelligence, competitive insights, customer needs, and emerging trends to internal stakeholders.
• Work cross-functionally with Marketing, Product Management, Operations, Finance, Legal, and Customer Service teams to develop and execute growth initiatives.
• Support product launches, promotional campaigns, and channel enablement programs to maximize market penetration and partner effectiveness.
• Represent the Company at industry conferences, trade shows, scientific meetings, and customer events.
• Analyze sales performance data and market trends to identify new business opportunities and optimize channel investments.
• Ensure channel partner compliance with organizational policies, contractual obligations, and applicable regulatory requirements.
• Cross-train across related functions to ensure operational flexibility and team coverage.
• Maintain a foundational understanding of this position and other similar roles to provide support during staff absences, peak demand, or special projects.
• Perform all other duties as assigned, including any additional responsibilities necessary to support the success of the department and organization.