Original listing text, shown exactly as published by the company.
About the Role
We’re looking for a Regional Channel Sales Manager who knows how to build strong, long-lasting relationships with channel partners and make a meaningful impact internally for our partnership team. This isn’t a desk job — you’ll be out with our partners’ sales teams, supporting them in winning deals, onboarding their new reps, and making sure our brand is front-and-center. Along the way, you’ll be laser-focused on your KPIs to achieve sales through our partners, while growing Avive’s brand presence, awareness, and market share with our channel partners. Working alongside management, you will provide real-time feedback on what is and isn’t working, and be a part of the solution to ensure we’re maximizing our opportunity with our channel partners in the field.
*Candidates in Greater Chicago will be given highest consideration. Those in northern Indiana, Wisconsin, Minnesota, and southern Michigan will be considered (travel expectations will be higher in these cases).
What You'll Do
- Including, but not limited to:
Be the Go-To Partner Resource
- Serve as the primary field contact for channel sales teams in your region.
- Jump in on deals with reps — from pipeline strategy to customer meetings to closing support.
- Help uncover, track, and accelerate large opportunities within the channel’s pipeline.
Drive Training & Enablement
- Onboard our partners’ new sales reps alongside their internal training team, ensuring fast ramp-up.
- Lead engaging trainings and product demos that give our partners’ sales teams the confidence and tools to win.
- Keep our partners’ sales teams updated on product updates, positioning, and competitive insights.
Grow Brand Presence in the Field
- Build strong, regional-level relationships across your territory — know the teams, the customers, and the local dynamics.
- Be present at channel partner offices, meetings, and events to keep our brand top of mind.
- Be proactive in launching regional initiatives drive awareness and excitement about our product and brand.
Track Opportunities & Pipeline Impact
- Partner with our partners’ sales reps to identify and advance high-value opportunities.
- Monitor regional pipeline health, ensuring strategic deals have the right resources behind them.
- Report field intelligence back to internal teams to shape strategy and improve partner performance.
Collaborate & Share Insights
- Work cross-functionally with internal sales, marketing, and partner teams to align execution.
- Provide regular reporting on activities, opportunities, and wins in your territory.
- Act as the voice of our partners’ sales teams back to our organization.
Required Skills & Experience
- 5+ years of channel or distribution partner management experience, with a track record of growing relationships and driving revenue.
- 3+ years of direct selling experience, preferably in a high-activity environment (inside or outside sales).
- Experience working in organizations who have recently commercialized their product, with a willingness to adjust and audible the strategy in real-time.
- Strong understanding of channel and channel sales models, selling an innovative solution consisting of both software as a service, coupled with hardware.
- Proven success in training, enabling, and motivating sales teams.
- Leading from the front regionally with partnerships teams to help drive sales growth and brand adoption.
- Excellent communicator and relationship builder with a hands-on, in-the-field presence.
- Comfortable with frequent regional travel (50–60%) and regular, in-person cadence to achieve sales success.
- Self-starter mindset — you’re resourceful, proactive, and thrive in a fast-paced environment.
KPIs
- (Key Performance Indicators)
Success in this role will be measured by activity-driven metrics aligned with channel best practices, leading to achieving a partnership team quota at a regional and nationwide level. Specific targets will be defined by the Manager but will include emphasis on:
- Pipeline Development: Volume and value of opportunities influenced or advanced with external sales teams.
- Sales Support Activity: Number of joint customer meetings, ride-alongs, and deal support engagements.
- Training & Enablement: Frequency and quality of rep onboarding sessions, external trainings, and product demos.
- Field Engagement: Number of channel partner visits, events supported, and in-field sales activations executed.
- Brand Presence: Growth of awareness and adoption at the channel level, measured through sales activity, sales growth, event participation, and partner feedback.
- Reporting & Insights: Accuracy and timeliness of pipeline tracking, activity reporting, and feedback to internal teams.
