Channel Sales Manager

Crunchtime

. Manage and expand the channel partner ecosystem across the United States and EMEA .

Posted 11/2/2026full-timeRemote • United StatesMid-LevelSenior💰 $100,000 - $120,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing and expanding channel partner ecosystems, driving proactive sales strategies, and achieving Committed Annual Recurring Revenue (CARR) targets. Proficient in strategic analysis, pipeline management, and cross-functional collaboration to enhance sales performance in the B2B SaaS sector.

Highest-signal resume keywords

Channel Sales ManagementB2B SaaS ExperienceCARR CommitmentStrategic AnalysisCRM Tools Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel SalesBusiness DevelopmentRevenue ForecastingPipeline ManagementData-Driven Business ReviewsNegotiation SkillsRelationship ManagementCross-Selling MethodologiesSales EnablementMarket Strategy Development

Soft Skills

Analytical SkillsProblem-SolvingConflict ResolutionResilienceInfluencing Skills

Tools & Technologies

SalesforceCRM Tools

Industry Keywords

Channel Partner EcosystemCommitted Annual Recurring RevenueB2BSaaS Revenue MetricsEMEA MarketUS MarketSales StrategiesGo-To-Market StrategiesCross-Functional InitiativesExecutive Leadership

About the role

Key responsibilities & impact

Manage and expand the channel partner ecosystem across the United States and EMEA
Drive a cultural and operational shift from a reactive order-taking model to a proactive, predictable sales engine
Increase channel sales by securing, tracking, and enforcing Committed Annual Recurring Revenue (CARR) targets
Develop joint go-to-market strategies and business plans with key partners
Coach partners and internal team members on pipeline generation and cross-selling methodologies
Equip US and EMEA partners with sales enablement resources, competitive battlecards, and continuous product training
Implement forecasting and pipeline management processes and present regular reports to executive leadership
Identify, recruit, and onboard high-value channel partners in strategic US and EMEA territories
Manage partner agreements, including CARR commitments, sales expectations, tiering, and margin structures
Lead cross-functional initiatives with Direct Sales, Marketing, and Customer Success
Provide structured channel feedback to product and engineering teams to influence product roadmaps

Requirements

What you’ll need

Minimum of 5-7 years of progressive experience in channel sales, business development, or direct sales management within the B2B SaaS or technology sector
Demonstrated experience managing partner ecosystems in both the US and EMEA regions
Strong understanding of diverse markets
Proven track record of transitioning teams or partners from reactive models to proactive, quota-carrying, and CARR-committed structures
Strong analytical skills to evaluate channel opportunities, measure ROI, manage complex revenue forecasts, and conduct data-driven business reviews
Excellent negotiation, presentation, and relationship management skills
Ability to influence C-level executives at partner organizations and internally
Ability to travel frequently, up to 40%, across the US and EMEA
High capacity for strategic analysis, complex problem-solving, and conflict resolution
Resilience to manage multiple cross-functional priorities, bridge varying time zones, and operate effectively in a fast-paced, high-growth environment
Bachelor’s degree preferred, not required
Prior experience managing a team of internal Channel Sales Managers preferred
Deep knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn) preferred
Expertise with modern CRM tools such as Salesforce preferred
Experience operating direct and channel sales motions under one organization preferred

Benefits

Comp & perks

Variable compensation included in estimated total cash compensation
Reasonable accommodations for applicants and employees with disabilities
Inclusive and diverse workplace
Equal opportunity employment