Channel Sales Director; U.S. market; Req

About SugarCRM

From the very beginning, Sugar

CRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential.

Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as a Great Place to Work. We care about work/life balance and flexibility for our employees, and we’re proud of how we show up for our customers every day.

If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more about Sugar

CRM careers and how you can be part of our journey.

The Channel Sales Director role operates within a matrixed organization and plays a crucial role in expanding a company's market reach and driving revenue by building and managing relationships with our current tier 1 channel partners and identifying new partners to recruit in specific vertical markets, with logical geographic coverage to mitigate channel conflict.

The primary focus will be Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, although there could be considerations for Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell the company's SaaS solutions.

• Key responsibilities of the Channel Sales Director are primarily focused on three goals, namely, ensuring new business, current customer growth and renewal goals are met.
• This will be achieved through developing channel strategies, managing current tier 1 partner relationships, targeting and recruiting new partners, owning the mutual business planning cycle with accredited channels, coordinating certification, enablement and training with enablement resources, and ensuring Channel
  
  OPS, Sales
  
  OPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance functions are optimized to maximize commercial traction and to remove friction.
• The Channel Sales Director will work with channel marketing to define the specific marketing strategies campaigns and programs to support the business plan.
• Responsible for monitoring performance, managing partner contract obligations, optimizing channel programs, collaborating cross-functionally, and analyzing market trends, and spotting commercial opportunity within each of their franchises.
• The Channel Sales Director will ensure each partner has the capacity to achieve our mutual business plan.

• Bachelor's degree in a related field.
• 6+ years of experience in channel sales and partner management within a B2B SaaS environment.
• The candidate will be a hands‑on business manager, humble, yet with gravitas. They will have an excellent understanding of complex B2B SaaS sales, contract and the functions of Marketing, Sales, Services, CSM/CX and support.
• Extensive collaboration and leadership skills due to the nature of our matrixed organisation. Data‑lead, a planner, action orientated and have high attention to detail.
• Having an excellent relationship and communication skillset, the ability to manage multiple moving parts in a complex machine and have a results‑driven mindset.

• Business plan development
• Data analysis / Reporting
• Partner program / contract
• Planning and coordination
• CRM & ERP
• Highly skilled in working in matrix organizations:
  Channel operations, Sales / Sales methodology, Marketing / lead generation planning, Support, Services, Enablement, Alliances

$135,000 - $175,000 a year (Base Salary). Total Compensation = Base Salary + Commission based on ARR sales, depending on experience.

Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:

• Excellent healthcare package for you and your family
• Savings and Investment – 401(k) match
• Unlimited Paid Time Off
• Paid Parental Leave
• Online Legal Services (Rocket Lawyer)
• Financial Planning…