Channel Sales Director • Senior

Who you are

You have a proven track record in channel sales, ideally with 5+ years of experience in managing relationships with Value-Added Resellers (VARs) and other channel partners. Your expertise in the CRM and ERP domains allows you to effectively identify and recruit new partners while nurturing existing relationships. You understand the nuances of the U.S. market and can navigate the complexities of a matrixed organization to achieve sales goals. You possess strong communication and negotiation skills, enabling you to build trust and rapport with partners and internal stakeholders alike.

You thrive in a collaborative environment and are comfortable working cross-functionally with marketing, product, and sales teams to align strategies and drive growth. Your analytical mindset helps you assess market trends and partner performance, allowing you to make data-driven decisions that enhance channel effectiveness. You are passionate about helping businesses succeed and are committed to delivering exceptional value to customers through strategic partnerships.

What you'll do

As the Channel Sales Director, you will play a crucial role in expanding SugarCRM's market reach by building and managing relationships with tier 1 channel partners. Your primary focus will be on Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, but you will also explore opportunities with Systems Integrators (SIs) and Managed Service Providers (MSPs). You will identify new partners to recruit in specific vertical markets, ensuring logical geographic coverage to mitigate channel conflict.

You will develop and implement strategies to drive revenue growth through channel partnerships, collaborating closely with marketing to create effective go-to-market campaigns. Your responsibilities will include setting sales targets, monitoring partner performance, and providing ongoing support and training to ensure partners are equipped to sell SugarCRM solutions effectively. You will also analyze market trends and competitive landscape to identify opportunities for growth and improvement.

In this role, you will be expected to report on channel performance metrics and provide insights to the executive team, helping to shape the overall channel strategy. You will work closely with the product team to ensure that partner feedback is incorporated into product development, enhancing the value proposition for both partners and customers. Your leadership will be instrumental in fostering a culture of collaboration and success within the channel sales team.

What we offer

At SugarCRM, we value personal and professional growth, offering a supportive environment where you can thrive. We are proud to be recognized as a Great Place to Work, and we prioritize work/life balance and flexibility for our employees. You will have the opportunity to work with a diverse team that shares a passion for helping customers succeed. We encourage you to apply even if your experience doesn't match every requirement, as we believe in the potential of our team members to grow and develop in their roles.