Channel Sales Manager

This position is a hybrid role within the Boulder, CO area.

Job Summary

We are looking for a Channel Manager in a player/coach capacity to oversee and expand our partner ecosystem while actively contributing to sales success. In this dual-role, you will manage key partner relationships, develop go-to-market strategies, and lead a team of channel sales representatives. You will be directly involved in the day-to-day sales activities while coaching your team to success and driving the growth of our channel partnerships in the SaaS industry. You will report into the Vice President of Business Development.

Essential Job Functions

• Channel Partner Management: Develop and nurture relationships with existing partners (VARs, MSPs, ISVs) to ensure alignment with our business goals and to drive joint sales opportunities.
• Sales Enablement & Coaching: Provide hands-on coaching, training, and support to your team of channel sales representatives, helping them close deals and expand partner opportunities.
• Go-to-Market Strategy: Collaborate with marketing, product, and sales teams to develop and implement effective go-to-market strategies with partners, ensuring alignment with broader business goals.
• Lead Generation & Opportunity Creation: Actively prospect and manage key partner accounts while developing new partner channels to increase market reach and sales.
• Quota Management: Own the sales target for your partner accounts and team, ensuring individual and team KPIs are consistently met or exceeded.
• Partner Training & Support: Develop training materials, resources, and best practices for partners, enabling them to sell effectively and maximize their potential.
• Collaboration with Sales Team: Work closely with the marketing team, product team, and direct sales team to align channel strategy with overall sales objectives and to ensure a seamless customer experience.
• Performance Tracking & Reporting: Track partner performance, measure success metrics, and report on progress to senior leadership. Make adjustments to strategies as needed based on data.
• Culture Alignment: aligned with our culture at Aspect, including having a growth mindset and being able to adapt quickly to change, leading and acting with empathy, and collaborating effectively with others.

Job Requirements

• 5+ years of experience in channel sales or partner management, with at least 2 years in a SaaS or tech environment.
• Proven experience managing and growing channel partner relationships and driving sales through indirect sales channels.
• Demonstrated ability to lead and coach a team while also managing your own pipeline.
• Strong knowledge of SaaS products, sales processes, and partner ecosystems.
• Excellent communication, presentation, and relationship-building skills.
• Proficient in using CRM tools (Salesforce, HubSpot, etc.) and partner management systems.
• Self-starter who thrives in a dynamic, fast-paced environment and is comfortable balancing multiple priorities.