Channel Sales Manager

Origina

. Recruit, onboard, enable and develop partners aligned to Origina’s growth strategy .

Posted 9/22/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in channel sales and partner development, with a strong focus on building relationships and driving revenue through strategic partner engagement. Proficient in developing partner enablement programs and navigating the enterprise software ecosystem.

Highest-signal resume keywords

Channel Sales ExperiencePartner DevelopmentEnterprise Software SalesCommercial Contracting KnowledgePartner Onboarding Programs

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Partner Business PlanningLead GenerationPipeline ManagementSales Strategy DevelopmentRevenue Generation

Soft Skills

Strong Communication SkillsCollaborative ApproachSelf-MotivatedInfluencing SkillsCuriosity

Industry Keywords

Fortune 500Global 1000Enterprise SoftwareCommercial OpportunitiesPartner Profitability

Tech Stack

Tools & technologies

VMware

About the role

Key responsibilities & impact

Recruit, onboard, enable and develop partners aligned to Origina’s growth strategy
Identify high-potential partners and build relationships across sales, account management, services and leadership teams
Develop partner business plans with clear objectives, actions and revenue outcomes
Create commercially viable opportunities delivering value and profitability for Origina and partners
Expand engagement across transactional and volume-oriented partners
Identify target accounts, map relationships and uncover opportunities with partners
Equip partner sellers to identify where Origina can solve customer challenges and create value
Drive joint account planning, campaigns, lead generation and pipeline-building activities
Develop creative approaches to bring Origina into customer conversations
Progress opportunities from partner introduction through qualification into the Origina sales process
Partner with Origina’s enterprise sales team to progress and close partner-sourced opportunities
Maintain visibility of partner pipeline, activity and performance
Build partner understanding and advocacy for Origina’s enterprise software support approach
Deliver enablement giving partner sellers the knowledge, confidence and tools to take Origina to market
Collaborate with Sales, Marketing, Events and other teams on joint go-to-market initiatives
Own the Northeast and Midwest U.S. territory and partner portfolio with autonomy and accountability
Test approaches, learn from results and continuously improve partner engagement and sales motions
Balance strategic partner development with activity required to generate pipeline and revenue
Represent Origina with credibility, energy and a strong commercial mindset

Requirements

What you’ll need

Proven experience in channel sales, partner development or direct enterprise sales, with a strong track record of achieving targets
Experience recruiting, developing and activating technology or services partners
Experience working with partners selling into Fortune 500 and Global 1000 organizations
Strong commercial instincts and ability to generate and progress qualified pipeline
Understanding of commercial contracting, statements of work (SOWs) and partner-led deal economics
Appreciation of partner profitability and ability to create mutually valuable commercial opportunities
Entrepreneurial, self-motivated approach and confidence operating with autonomy
Willingness to experiment, adapt and develop new approaches without an established playbook
Energy and drive to build a territory and create momentum
Ability to influence partner sellers, account teams and leadership without formal authority
Strong communication, presentation, writing, organization and accountability skills
Collaborative approach, curiosity and bias toward action
Based in the Northeast or Midwest U.S.
Experience developing partner onboarding and enablement programs is preferred
Experience in a start-up, scale-up or high-growth technology environment is an advantage
Experience selling technology services or enterprise software is an advantage
Knowledge of IBM, HCL, VMware or the broader enterprise software ecosystem is beneficial

Benefits

Comp & perks

Equal opportunity employment and commitment to workplace inclusion
High-performance values: Fairness, Trust, Relationships, and Opportunities
Significant autonomy and accountability in owning the territory and partner portfolio