Senior Channel Sales Manager
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Job Description
Senior Channel Sales Manager driving partner revenue for Mesa Laboratories’ products and services. Managing distributors, resellers, and system integrators across strategic markets.
Responsibilities:
- Drive and execute the company’s sales strategy through strategic channel partners, including distributors, resellers, and system integrators
- Cultivate relationships with key channel partners and generate new business opportunities
- Enable partners to sell, support, and service the company’s products and services
- Manage complex, high-value channel relationships and strategic initiatives
- Develop account plans aligned with corporate goals and maximize sales opportunities
- Identify, recruit, onboard, train, and enable new channel partners
- Set partner sales targets and quotas with senior management and coach partners to meet objectives
- Lead partner training sessions and workshops
- Provide sales enablement resources, CRM, proposal, marketing, and product-demo support
- Conduct joint sales calls, customer meetings, and product demonstrations
- Support negotiations and deal closing
- Manage partner sales pipelines, forecasts, activities, and performance
- Track and analyze sales activities and partner performance using CRM and other tools
- Collaborate on partner incentive programs
- Collaborate with marketing, product management, and sales teams on campaigns, promotions, and product launches
- Report channel performance, market conditions, strategy effectiveness, challenges, and successes to senior management and stakeholders
- Resolve partner conflicts and challenges
- Monitor market trends, industry developments, competitor activities, and customer needs
- Provide competitive and market feedback to product management and marketing teams
- Ensure customer satisfaction during sales and post-sales processes
- Collect and provide partner and customer feedback to internal teams
Requirements:
- Bachelor’s degree in Business, Marketing, or a related field
- Minimum of 5 years of experience in channel sales, partner management, or sales roles
- Deep knowledge of channel sales models, including reseller, distributor, VAR, and system integrator relationships
- Experience with channel ecosystems in the Life Sciences, technology, or similar sectors is ideal
- Proven ability to drive revenue, develop new business opportunities, and exceed sales targets
- Experience managing complex sales cycles and large accounts through channel partners
- Ability to analyze sales data, track KPIs, and use performance metrics to make data-driven decisions
- Ability to forecast sales accurately and manage a channel pipeline effectively
- Excellent written and verbal communication skills
- Ability to engage and influence internal and external stakeholders at all organizational levels
- Familiarity with CRM tools such as Salesforce and HubSpot
- Familiarity with sales enablement technologies
Benefits:
- No benefits, perks, or compensation extras are specified in the posting
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