Channel Sales Director; U.S. market; Req

Overview

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 drives revenue by building and managing relationships with 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; 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 focus on three goals: new business, current customer growth, and renewal goals.
• Develop channel strategies, manage current tier 1 partner relationships, target and recruit new partners, own the mutual business planning cycle with accredited channels, coordinate certification, enablement and training with resources, and ensure Channel
  
  OPS, Sales
  
  OPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance functions are optimized to maximize commercial traction and remove friction.
• Work with channel marketing to define marketing strategies, campaigns, and programs to support the business plan.
• Monitor performance, manage partner contract obligations, optimize channel programs, collaborate cross-functionally, and analyze market trends to spot opportunities within each franchise.
• Ensure each partner has the capacity to achieve the 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.
• Hands-on business manager with gravitas, excellent understanding of complex B2B SaaS sales, contracts, and functions of Marketing, Sales, Services, CSM/CX, and support.
• Extensive collaboration and leadership skills in a matrixed organization. Data-driven, planner, action-oriented, with high attention to detail.
• Strong relationship and communication skills, ability to manage multiple moving parts in a complex environment, and a results-driven mindset.

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

Beyond a stellar work environment, friendly people, and inspiring work, we offer the following benefits:

• Excellent healthcare package for you and your family
• 401(k) match
• Unlimited Paid Time Off
• Paid Parental Leave
• Online Legal Services (Rocket Lawyer)
• Financial Planning Services (Origin)
• Discounted Pet Insurance
• Corporate Benefit Program for travel and entertainment offers and discounts
• Health and Wellness Reimbursement Program
• Travel Discounts
• Educational Resources - Career & Personal Development Program
• Employee Referral Bonus Program
• Merit-based opportunities to learn, excel and grow

If you require a reasonable accommodation to search for a job opening or submit an application, please call  with your request and contact information.

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We may use artificial intelligence (AI) tools to support parts of the hiring process. Final hiring decisions are made by humans; if you’d like more information about data processing, please contact us.

Range provided above is Base Salary Total Compensation = Base Salary + Commission based on ARR sales, depending on experience.