Sr Channel Sales Representative

Accountabilities

• • Drive the sale of products, systems, and services through wholesalers, distributors, resellers, and other channel partners to achieve sales and profitability objectives.
  • Identify, engage, and develop relationships with key and strategic channel partners across the assigned Northeast territory.
  • Develop and execute short- and long-term channel strategies that strengthen partner performance, expand market reach, and support revenue growth.
  • Build strong customer and reseller relationships by serving as a trusted sales and business partner to channel organizations.
  • Foster reseller satisfaction, engagement, and performance through regular communication, account management, and strategic support.
  • Educate channel partners and customers on product capabilities and value propositions through technical presentations, training sessions, and other sales enablement activities.
  • Conduct regular business reviews with partners to assess performance, review opportunities, address challenges, and establish action plans.
  • Maintain accurate opportunity pipelines and provide timely reports, forecasts, and status updates on channel activities and sales opportunities.
  • Analyze competitive intelligence, market trends, customer needs, and channel dynamics to identify growth opportunities and inform sales strategies.
  • Develop initiatives that increase partner adoption and utilization of the organization’s e-commerce portal and digital sales channels.
  • Collaborate with internal stakeholders to ensure channel partners receive the resources, information, and support needed to successfully grow the business.
  • Travel throughout the assigned territory as needed to support partners, conduct meetings, deliver presentations, and develop new business opportunities.

  Requirements

  • Proven experience in channel sales, partner management, distribution sales, or a related B2B sales environment.
  • Demonstrated ability to develop and maintain productive relationships with wholesalers, distributors, resellers, and strategic business partners.
  • Strong understanding of channel sales strategies, partner development, account management, and revenue growth.
  • Ability to identify strategic opportunities and translate market trends, competitive intelligence, and customer needs into actionable sales plans.
  • Strong presentation and communication skills, with the ability to explain technical products and solutions clearly to different audiences.
  • Experience conducting business reviews, managing sales pipelines, tracking opportunities, and reporting on partner performance.
  • Strong negotiation, relationship-building, and consultative selling skills.
  • Ability to work independently while collaborating effectively with internal teams and external channel partners.
  • Commercially minded, proactive, and results-oriented approach with a strong focus on achieving sales and profitability targets.
  • Comfortable using digital sales tools and e-commerce platforms to support channel growth.
  • Strong organizational and time-management skills, with the ability to manage multiple partners, opportunities, and priorities simultaneously.
  • Willingness and ability to travel throughout the assigned Northeast territory.
  • Candidates must reside in Washington, D.C., Maryland, Pennsylvania, New York, Vermont, New Hampshire, Connecticut, or Maine, with a centrally located Northeast position preferred for travel efficiency.

  Benefits

  • Opportunity to drive growth through strategic channel partnerships across a multi-state Northeast territory.
  • Exposure to a broad portfolio of products, systems, and services within a channel-focused sales environment.
  • Opportunity to build relationships with wholesalers, distributors, resellers, and strategic partners.
  • Significant autonomy in developing territory and channel strategies.
  • Opportunities to deliver technical presentations, lead business reviews, and influence partner success.
  • Dynamic sales environment focused on revenue growth, customer relationships, and market expansion.
  • Opportunity to leverage competitive intelligence, market insights, and digital commerce to identify new business opportunities.
  • Travel-based role providing broad exposure to customers and partners across the Northeast.