About the Role
The Channel Manager is responsible for building strong, capable partner sales teams and enabling partners to sell Esri solutions effectively.
Partner Sales Management:
Manage and develop partner sales teams to improve sales capability and execution. Coach partners on sales fundamentals such as account planning, opportunity qualification, pipeline management, and forecasting. Empower partners to lead customer engagements and own the sales process. Guide partners through deal registration and opportunity governance.
Partner Sales Team Leadership:
Lead and manage a small internal team of partner sales staff. Direct this team to support partner sales operations, including pipeline tracking, deal registration, reporting, and partner coordination. Ensure partner sales processes are followed consistently and efficiently. Use the team to scale engagement across multiple partners and industries.
Opportunity & Market Development:
Help partners identify new logo opportunities, target accounts, and market whitespace. Support early opportunity shaping without taking ownership of direct sales. Drive growth in partner‑sourced pipeline and improve deal quality and conversion.
Go‑to‑Market &
Collaboration:
Execute industry‑focused partner go‑to‑market activities and joint campaigns. Share responsibility for partner recruitment, conflict resolution, and commercial alignment.
We are looking for an experienced Channel and Partner manager who is experienced with managing, mentoring, and empowering partners.
- Bachelor’s degree in Business, Marketing, Engineering, or related field.
- 12-15+ years in IT/GIS industry with channel roles (e.g., vertical solution sales, partner development).
- Demonstrated success in partner recruitment, pipeline creation, and vertical GTM execution.
- Strong commercial acumen and relationship‑building; ability to translate industry needs into partner solutions.
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