Senior VAR Channel Sales Executive - Remote - FS

Role Summary

You will drive indirect revenue by developing and managing relationships with Value-Added Resellers (VARs), strategic partners, and IBM-centric partners. Your focus is pipeline creation, joint selling, and closing partner-sourced opportunities tied to cloud, managed services and modernization.

This is a sales role and ideally a strong background in channel development, deep experience with IBM VARs, cloud economics, and complex enterprise solutions sales. The ideal candidate will understand how to package, price, and sell cloud vs on-premises offerings and can articulate the value of managed services in both environments.

• Build and manage a portfolio of VARs and strategic partners that generate qualified pipeline and bookings.
• Drive joint account planning and co-selling motions with partners.
• Influence partner sales teams to position Fresche’s modernization, cloud, and managed services offers.
• Maintain accurate partner pipeline and forecast reporting.

• Identify, recruit, and onboard high-potential IBM-focused VARs and service partners. Activate partners through enablement, joint campaigns, and opportunity alignment. Focus on quality of partners and revenue impact, not just partner count. Cloud & Managed Services Positioning
• Help partners position hybrid cloud, IBM Power-based cloud, and managed operations services. Support partners in articulating financial and operational benefits of cloud vs on-prem. Align Fresche’s KTLO and managed services value to customer business outcomes.