Channel Sales Manager jobs in Wilmington, DE

We are currently seeking a Channel Sales Manager – EAST to join our team. Based out of our Boothwyn, PA office or working remotely, this individual will develop and manage relationships with VARs, Systems Integrators, and Dealers within the Retail Technology and AIDC ecosystem that drive sales of Custom America products. Primary emphasis on Eastern US/Canada with responsibility for global partners as strategically applicable.

Roles & Responsibilities:

• Engage, recruit, and onboard VARs, Systems Integrators, and Dealers within the North American Retail Technology and AIDC industries.

• Understand and implement company-wide partnering strategies with VARs, Systems Integrators and Dealers servicing the Retail Technology and AIDC marketplace.

• Gain in-depth product knowledge of Custom America products and be able to technically articulate the architecture to channel partners.

• Keep informed of competitive offerings and other general information of interest to channel.

• Collaborate with Product Management and Marketing on the planning and execution of joint marketing activities with partners.

• Understand partner product requirements and provide feedback to Product Management.

• Manage partner opportunities from lead creation through product delivery.

• Coordinate with Distribution and Sales Operations teams on agreements, pricing, quoting, and order management.

• Develop sales plan with partners by establishing goals and conducting funnel reviews monthly.

• Set revenue targets with each partner as applicable.

• Provide a monthly forecast of partner business.

• Achieve revenue targets.

• Ensure effective documentation of partnership stages within internal CRM.

• Make sales presentations and product demonstrations to partners and their end-user customers.

• Provide updated hardware configurations and pricing as required.

Qualifications:

• Bachelor’s degree in Business Administration, Business Management, or equivalent.

• 5-7 years of experience in a previous Sales/Channel role within the Retail Technology or AIDC industries.

• Solid track record of channel management, partner relationship building, and customer service.

• Experience in growing sales and market share through the indirect channel.

• Proven understanding of VAR organizational and financial models.

• Product knowledge of point-of-sale systems, kiosks, handheld devices, peripherals and software applications preferred.

• Knowledge of key operating systems including Android, iOS, Linux, and Windows.

• Knowledge of MDM platforms.

• Strong analytical thinking capability with ability to leverage data-driven arguments to make decisions.

• Excellent communication, presentation, project management, negotiation, and decision-making skills.

• Proficient computer skills (i.e. PowerPoint, Excel, Word, Outlook)

• Experience with CRM Tools.

• Initiative, self-motivation, resourcefulness, and a positive attitude.

• Flexibility in a fast-paced, ever-changing deadline driven environment.

• Excellent time management skills and the ability to prioritize as workload changes.

• Willingness to travel 25% - 50% of the time

Job Type: Full-time

Pay: $61,713.89 - $74,322.11 per year

Compensation package:

• Bonus opportunities

Schedule:

• Holidays

License/Certification:

• Driver's License (Preferred)

Work Location: Hybrid remote in Boothwyn, PA 19061