Note: The job is a remote job and is open to candidates in USA. Crunchtime provides an AI-powered operations management suite for multi-unit restaurants. The Manager, Channel Sales will lead and expand channel partner operations across the US and EMEA, driving proactive sales generation, CARR accountability, joint go-to-market planning, pipeline management, partner enablement, and sustainable revenue growth.
Responsibilities
- Oversee and optimize the performance of channel partners across both US and EMEA regions, tailoring strategies to regional market dynamics, regulatory environments, and cultural nuances
- Establish baseline metrics, negotiate CARR commitments with existing and new partners, and consistently drive accountability to meet or exceed these financial targets
- Lead the cultural shift away from passive order processing. Coach partners and internal team members on aggressive pipeline generation and cross-selling methodologies
- Develop, implement, and monitor joint business plans and go-to-market (GTM) strategies with key partners to ensure absolute alignment with our corporate revenue objectives
- Collaborate with the Marketing and Product teams to equip US and EMEA partners with robust sales enablement resources, competitive battlecards, and continuous product training
- Implement rigorous forecasting and pipeline management processes for the channel. Monitor and analyze channel performance, presenting regular reports to executive leadership
- Identify, recruit, and onboard high-value channel partners in strategic territories within the US and EMEA who align with the new proactive, CARR-focused model
- Manage partner agreements, ensuring terms accurately reflect CARR commitments, proactive sales expectations, and appropriate tiering or margin structures
- Lead cross-functional initiatives to align channel strategies with overarching business objectives alongside Direct Sales, Marketing, and Customer Success
- Serve as the voice of the channel partner internally, providing structured feedback to product and engineering teams to influence product roadmaps based on regional market demands
Skills
- * **Experience:** Minimum of 5-7 years of progressive experience in channel sales, business development, or direct sales management within the B2B SaaS or technology sector
- * **International Scope:** Demonstrated experience managing partner ecosystems in both the US and EMEA regions, with a strong understanding of how to navigate diverse markets
- * **Revenue Leadership:** Proven track record of transitioning teams or partners from reactive models to proactive, quota-carrying, and CARR-committed structures
- * **Analytical Acumen:** Strong analytical skills to evaluate channel opportunities, measure ROI, manage complex revenue forecasts, and conduct data-driven business reviews
- * **Communication & Influence:** Excellent negotiation, presentation, and relationship management skills, capable of influencing C-level executives at partner organizations and internally
- * Prior experience managing a team of internal Channel Sales Manager's
- * Deep knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn)
- * Expertise with modern CRM tools (e.g., Salesforce) and an team operating both direct / channel sales motions under one organization
- * **Travel:** Ability to travel frequently (up to 40%) to meet with partners across the US and EMEA, and attend international industry events
- * **Cognitive Load:** High capacity for strategic analysis, complex problem-solving, and conflict resolution in high-stakes partnership scenarios
- * **Adaptability:** Resilience to manage multiple cross-functional priorities, bridge varying time zones, and operate effectively in a fast-paced, high-growth environment
- * **Education:** Bachelor's degree preferred
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