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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in managing VAR and channel sales within enterprise SaaS, with a strong focus on revenue growth, pipeline management, and partner relationship development. Proven ability to influence senior executives and collaborate effectively across various teams to drive strategic initiatives and successful outcomes.
Highest-signal resume keywords
VAR Channel Sales ManagementRevenue Target OwnershipJoint Business Plan DevelopmentNegotiation SkillsEnterprise SaaS Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pipeline ManagementSales ForecastingOpportunity IdentificationSales ExecutionCustomer Acquisition
Soft Skills
Executive CommunicationCommercial JudgmentCollaboration
Industry Keywords
Supply Chain PlanningERPManufacturingEnterprise ApplicationsPartner Productivity
Tech Stack
Tools & technologiesERP
About the role
Key responsibilities & impact- Own an assigned North American territory VAR business plan, including subscription sales targets, pipeline creation, new customer acquisition, and partner productivity
- Help identify priority industries, territories, and market segments to expand Kinaxis’ reach and address coverage gaps
- Execute a volume and velocity sales approach focused on generating more qualified opportunities, improving conversion, and shortening sales cycles
- Help identify regional investment priorities and resources to support scalable, profitable growth
- Self reliance on continuous prospecting, opportunity identification, and driving expansion opportunities within the VAR install base
- Help identify and recruit VARs with strong industry expertise, established customer relationships, and proven enterprise software sales capabilities
- Assist in the development of joint business plans with clear revenue commitments, pipeline targets, staffing requirements, and enablement milestones
- Build executive relationships that establish Kinaxis as a strategic growth priority within each partner’s business
- Lead regular partner pipeline reviews, forecasting, deal strategy sessions, and quarterly business reviews
- Support partners through qualification, discovery, business case development, competitive positioning, negotiation, and close
- Maintain accurate forecasts and visibility into opportunity health, sales activity, and partner commitments
- Coordinate with regional sales leaders to align account coverage, support joint pursuits, and resolve channel conflicts
- Work with enablement, solution consulting, marketing, and services teams to build partner selling and delivery capabilities
- Partner with marketing to execute targeted campaigns and demand generation programs that produce qualified opportunities
- Collaborate with customer success and services teams to support implementation readiness, customer adoption, renewals, and expansion
Requirements
What you’ll need- A minimum of 8 years of demonstrated success leading VAR, channel sales, or partner businesses within enterprise SaaS
- Experience owning a revenue target and delivering growth through indirect sales channels
- Proven ability to scale productive reseller relationships across North America
- Strong understanding of mid-market buying behavior and repeatable, efficient sales execution
- Experience developing joint business plans, managing pipeline and forecasts, and driving partner accountability
- Ability to influence senior partner executives and collaborate across sales, marketing, services, product, and customer success
- Strong commercial judgment, negotiation skills, and executive communication capabilities
- Experience in supply chain planning, ERP, manufacturing, or related enterprise applications preferred
- Ability to travel to customer sites
Benefits
Comp & perks- Flexible vacation and Kinaxis Days (company-wide days off)
- Flexible work options
- Physical and mental well-being programs
- Regularly scheduled virtual fitness classes
- Mentorship programs, training, and career development
- Recognition programs and referral rewards
- Hackathons
- Accessibility accommodations upon request