Channel Development Manager

General Summary:

The Channel Development Manager is responsible for driving revenue by evangelizing the benefits of the ConnectWise Partner Program (CPP). This role works in partnership with cross-functional teams to support the partner’s graduation process through the partner program and its products, helping partners achieve the business benefits of the program. 

Essential Duties and Responsibilities:

• Works with cross-functional teams to ensure onboarding process is efficient and timely on all deliverables, with a high attention to detail 
• Researches, analyzes, and documents findings 
• May coach and review the work of other team members 
• Educates, guides, onboards, and graduates partners through the ConnectWise Partner Program 
• Assists partners between various steps of the program 
• Accepts partners who qualify into the specific programs directly and accelerates their progress through onboarding 
• Transfers partners to appropriate teams upon completion of onboarding 
• Supports teams through continuous education to enable better recruitment and provide vision to the partners as to the benefits and outcome of the program 
• Collaborates cross-functionally to broadcast the program online, through social media, webinars, and/or other delivery methods 
• Illustrates onboarding vision to various groups 
• Welcomes all partners into the program regardless of level, explaining the benefits of each program 
• Collaborates cross-functionally to effectively position and demonstrate the ConnectWise Partner Program into distribution to achieve scale 
• Acts as the local specialist of the ConnectWise Partner Program, products, and operational processes 
• Researches and digs into unique outcomes for clients

Knowledge, Skills, and/or Abilities Required:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to manage projects and processes independently with limited supervision 
• Advanced knowledge of applicable work area 
• Ability to situationally adapt and understand new technology/processes as per partner requirement 
• Strong project management skills
• Strong technical aptitude with the ability to present and sell to IT and business stakeholders 
• Ability to run at high-volume transaction pace, as well as with longer, complex transactions 
• Pipeline management and forecasting acumen 
• Willingness to engage in ongoing learning opportunities 
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process 
• Ability to identify opportunities and leverage internal and external resources appropriately

Educational/Vocational/Previous Experience Recommendations:

• Bachelor’s degree in related field or equivalent business experience 
• 4+ years of relevant experience including areas such as Cybersecurity, Managed Service Providers (MSP), Value-Added Resellers (VAR), Office Equipment (OE), Technology Service Providers (TSP), and Internal IT 
• Experience generating growth or expansion revenue 
• Demonstrated success with solutions-based selling, with history of meeting or exceeding quota 
• Experience using a sales methodology/qualification process such as Challenger, SPIN, MEDDIC, BANT 
• Experience implementing programs and adapting to changing businesses and operational landscapes 
• Preferred: 2+ years of Cybersecurity experience selling into MSP/Channel 

Working Conditions:

• Onsite/Hybrid/Remote depending on location 
• 0-10% travel may be required