Senior Channel Sales Manager

Netradyne harnesses the power of Computer Vision and Edge Computing to revolutionize the modern-day transportation ecosystem. We are a leader in fleet safety solutions. With growth exceeding 4x year over year, our solution is quickly being recognized as a significant disruptive technology. Our team is growing, and we need forward-thinking, uncompromising, competitive team members to continue to facilitate our growth.

The Senior Channel Manager is a strategic leader responsible for overseeing and optimizing the company’s partner ecosystem to accelerate sales growth and market expansion through indirect channels. This role focuses on developing, managing, and scaling relationships with high-performing channel partners, including distributors, value-added resellers (VARs), and strategic partners withing the video telematics ecosystem. The Senior Channel Manager will contribute to channel strategy, assist in the design of partner programs, and ensure the successful execution of sales initiatives through indirect sales channels. This position is pivotal in identifying new partner opportunities, cultivating strategic alliances, and driving the company’s growth in the video telematics industry.

ESSENTIAL FUNCTIONS:

To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

Channel Strategy & Execution:

• Develop and lead a comprehensive, scalable channel strategy for new and assigned partners that aligns with the company's growth objectives.
• Identify new channel partners and strategic alliances that can drive incremental revenue and market penetration.
• Ensure that partner strategies align with regional and global sales goals.

Leadership & Team Collaboration:

• Serve as a mentor and leader for junior channel managers, providing guidance on best practices, partner management, and growth strategies.
• Collaborate with senior leadership, marketing, and product teams to ensure alignment between channel initiatives and corporate goals.
• Act as the main point of escalation for key partner-related issues, ensuring rapid and effective resolution.

Revenue Growth & Performance Management:

• Drive revenue growth by setting ambitious sales targets for channel partners and providing the necessary support and resources for them to succeed.
• Analyze partner performance data to identify trends, opportunities, and areas for improvement.
• Continuously monitor and improve partner performance through business reviews, KPIs, and performance metrics.

Partner Enablement & Development:

• Design and implement partner enablement programs, including sales training, product education, and technical certifications, to ensure partners are well-equipped to sell and support the company’s products.
• Develop co-marketing initiatives and campaigns with partners to promote the company’s video telematics solutions in key markets.
• Provide advanced product, market, and competitive training to partners, ensuring they understand the value proposition and differentiators of the company’s solutions.

Channel Program Management & Optimization:

• Develop and manage partner incentive programs (e.g., rebates, bonuses, and co-op marketing funds) to stimulate growth, increase partner engagement, and reward high-performing partners.
• Regularly assess the effectiveness of channel programs and recommend improvements to increase partner success and satisfaction.
• Optimize the partner onboarding process to reduce time to revenue, ensuring new partners can quickly go to market.

Market Development & Expansion:

• Identify and assess potential new markets for channel expansion, including emerging technologies and underserved regions.
• Conduct market research and competitive analysis to refine channel strategies and ensure competitive positioning within the video telematics industry.
• Work closely with marketing to develop strategies and content that supports channel partners’ marketing efforts.

Ad Hoc Duties as required:

• Perform other duties as assigned;
• Enhance professional growth and development through participation in educational programs, current literature, and training;

Qualifications:

• Bachelor’s degree in business, marketing, or a related field.
• Proven experience in channel sales or partner management.
• Strong negotiation and communication skills.
• Results-oriented with a track record of meeting or exceeding sales targets.
• Familiarity with CRM software and sales reporting tools.
• Ability to travel as required.
• Excellent leadership and team collabora