Channel Sales Manager

AP Professionals is looking for a dynamic, results-driven SaaS Value-Added Reseller (VAR) & Leveraged Distribution Channel Manager to drive growth through strategic partnerships for our client. This is a unique opportunity to lead partner programs, expand reach, and unlock new revenue opportunities in a fast-paced, high-growth environment. You will own and execute VAR and leveraged distributor programs, build strong, revenue-driving relationships with resellers and distributors, operationalize and scale enablement, GTM campaigns, and incentive programs, drive pipeline, bookings, and partner-influenced revenue and serve as a key liaison between partners and internal teams, resolving conflicts and ensuring alignment.

• Design and manage partner programs with clear Rules of Engagement (ROE), deal registration, discounts/rebates, and incentive structures.
• Focus on direct VARs and leveraged distributor channels (excluding consultants or bootcamps).
• Identify, vet, contract, and ramp high-potential resellers.
• Lead and support existing international VAR channels: demo solutions, track pipelines, assign inbound leads, conduct training, and coordinate prospecting activities.
• Negotiate terms, define enablement plans, operationalize deployment, and manage execution.
• Build playbooks, demo assets, and potential certification paths.
• Train distributor partner managers and internal teams.
• Conduct partner and distributor Quarterly Business Reviews (QBRs).
• Drive partner-sourced and influenced pipeline.
• Build bottom-up forecasts by route (VAR vs. distributor) and top partners.
• Plan joint campaigns, webinars, and events with marketing support.
• Manage SPIFs/rebates with ROI tracking.
• Co-create bundled offers such as trials, proofs-of-concept, and pilots.
• Mediate conflicts between direct sales, VARs, and distributors quickly.
• Uphold ROE and registration SLAs.
• Orchestrate channel-led renewals, expansions, and cross-sells.
• Align credit, collections, and order-form flows with distributors.
• Manage distributor and reseller agreements, flow-down terms (e.g., data privacy), and brand usage with Legal, Marketing, and Finance teams.

• Bachelor’s degree required, MBA a plus.

• 5+ years in channel sales, partner management, or distribution management.
• Experience in Intellectual Property or innovation-focused SaaS is a strong plus.
• Deep understanding of leveraged distribution models and indirect sales strategies.
• Proven ability to meet/exceed sales targets through channel partners.
• Excellent negotiation, relationship-building, and presentation skills.
• Strong analytical and forecasting abilities.
• Ability to travel to support partner relationships and events.
• US citizenship is required to comply with ITAR/Export Control regulations.