Americas Region Channel Sales Manager
Company Overview:
Ground Labs are market leaders in data discovery, specializing in helping organizations uncover, manage, and leverage their data to drive strategic business decisions and meet legal and regulatory obligations.
Enterprise Recon, our innovative and award-winning platform, is designed to empower public and corporate enterprises to gain deep insights into their data, ensuring compliance, reducing risks, and unlocking new opportunities.
We are now seeking a motivated and experienced Americas Region Channel Manager to join our team and drive our partner strategy in this critical market.
Position Overview:
As the Americas Region Channel Manager, you will be responsible for developing, managing, and expanding our channel partnerships across North and South America. Reporting to the VP of global sales you will work closely with our sales, marketing, and technical teams to drive revenue growth through strategic relationships with resellers, distributors, and technology partners. Your primary goal will be to build a robust partner ecosystem that enhances our market presence and accelerates customer acquisition.
Key Responsibilities:
Channel Strategy Development:
- Develop and execute a comprehensive channel strategy for the Americas market, aligning with the company’s overall sales objectives.
- Identify and prioritize potential partners, including resellers, distributors, and technology vendors, that align with our target markets and product offerings.
Partner Recruitment and Onboarding:
- Identify, recruit, and onboard new channel partners that can drive incremental revenue.
- Develop and manage partner enablement programs, including training, certification, and sales support, to ensure partners are fully equipped to sell and support our products.
Relationship Management:
- Build and maintain strong, long-term relationships with key partners, acting as the primary point of contact for all partner-related activities in the region.
- Collaborate with partners to create joint go-to-market strategies, co-marketing campaigns, and sales initiatives.
Sales and Revenue Growth:
- Drive channel sales performance by setting clear revenue targets, monitoring partner sales pipelines, and providing regular performance feedback.
- Work closely with internal sales teams to ensure alignment between direct and indirect sales efforts, avoiding channel conflicts and maximizing revenue.
Market Intelligence:
- Gather and analyze market trends, competitive landscape, and partner performance to identify opportunities and challenges in the channel.
- Provide insights and recommendations to the executive team on channel development strategies and market expansion opportunities.
Reporting and Analysis:
- Track and report on key metrics related to partner performance, revenue contribution, and market penetration.
- Provide regular updates to senior management on channel strategy execution, successes, and areas for improvement.
Qualifications:
Experience:
- 5+ years of experience in channel management, partner sales, or business development, within the software or technology sector. If your experience is in cyber security or compliance this is a bonus, however not essential.
- Proven track record of building and managing successful channel partner relationships in the Americas, with a focus on driving revenue growth.
Skills:
- Strong understanding of the software industry, particularly data discovery, data management, or enterprise software solutions.
- Excellent communication and interpersonal skills, with the ability to influence and negotiate with partners and stakeholders at all levels.
- Strategic thinker with the ability to develop and execute long-term plans while managing day-to-day partner activities.
- Highly organized, with strong project management skills and the ability to manage multiple priorities simultaneously.
Education:
- Bachelor’s degree in Business, Marketing, or a related field. An MBA or equivalent advanced degree is a plus.
Other:
- Willingness to travel as needed to meet with partners and attend industry events (up to 25% travel).
- Self-motivated and able to work independently in a remote environment.
- Spanish language skills would be a benefit however not essential.
What We Offer:
Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.
If you have what it takes, we offer a competitive salary. In addition to travel across North America, you will be part of a global team with your peers based in EMEA, Asia and ANZ. We like to collaborate, share and grow.
We seek to attract, retain and empower the best and brightest from a worldwide talent pool. At Ground Labs, we are a global company with a diverse mix of people and we believe that makes us stronger as a whole. Ground Labs is an equal opportunity employer and makes employment decisions on the basis of merit, potential and energy. Ground Labs prohibits discrimination based on race, colour, religion, sex, sexual identity, gender identity, marital status.
