Channel Program Manager

Channel Program Manager
Remote - United States
About the Role

As Channel Program Manager, you will be responsible for developing, managing, and optimizing partner programs to drive business growth through indirect sales channels. This role works closely with partners, sales teams, and marketing to create strategies, incentive programs, and enablement initiatives that strengthen partner relationships. You will also track performance metrics, ensure compliance with program guidelines, and identify ways to improve partner engagement and overall program effectiveness.

This role reports to the Vice President Global Channel Sales and will work within a matrixed organization to analyze the needs of the direct and channel partner sales teams. The Channel Program Manager will work with a variety of resources to design, develop and deliver relevant solutions. You will play a key role in the best practices of educating channel sales personnel on the skills needed to help prospect into identified authorized territories to generate new leads and prospects, or cross sell into existing customer base.
Responsibilities

- Work closely with sales, channel, and marketing teams to understand the corporate go-to-market strategies and how to integrate with channel partners. Cross-functional team development of Channel Campaigns for execution through the channel partners, including, but not limited to, email marketing, social media, paid advertising, and event marketing through Channel Partners.

- Optimize the Channel process to improve Channel onboarding, enablement, and compliance.

- Produce high-quality content with cross-functional teams that speak to prospects’ pain points and highlights the benefits of our product offerings and the Channel Program.

- Collaborate with cross-functional teams, including product, customer success, sales, marketing, and operations, to ensure Channel aligns with overall business objectives.

- Providing input and guidance into the development of relevant sales enablement tools, including but not limited to sales knowledge database and learning management system, designed to optimize value messaging and accelerate channel sales execution.

- Develop Partner Program collateral/documents and onboarding tools to enhance overall partner experience and communicate to partners.

- Maintaining a variety of delivery methodologies designed to engage channel partner sales teams with different learning experiences to drive new opportunities.

- Determining training needs through personal engagement with channel sales teams.

- Developing channel sales education curriculum with cross-functional teams focused on outcome improvement in the areas of sales skills, opportunitymanagement, and the delivery of value proposition of the company, technology, and service offerings.

- Developing measurement criteria for ongoing evaluation of channel sales education curriculum in accordance with overall sales competency and alignment with contemporary product value and messaging, by working internally with Sales Enablement and externally with Channel Partners.

- Provide management of Partner Portal to create an engaging platform for partners to interact with Blackboard (lead registration, opportunity tracking, commissions, etc.).

- Work with channel operations/IT to implement channel strategy, data/reporting, system workflows, and overall operational governance for the program.

- Developing effective relationships with Marketing, Product Support, Global Services, Finance, Engineering, and other departments as needed.

- This role requires 5-10% travel internationally to attend internal meetings or conduct training in support of our direct and channel partner sales teams.

Required Skills and Experience

- Bachelor’s degree in business or related field or equivalent work experience

- 3+ years of experience in software sales and channel development function working with Distributors and Resellers

- Skilled in Microsoft office sui