Channel Sales Manager
Job Details
Corporate Headquarters - Exton, PA
Full Time
4 Year Degree
Up to 50%

The Channel Sales Manager is responsible for the development and execution of Education Management Solutions channel distribution revenue, and building the pipeline of sales business through partners such as distributors and resellers. The Channel Manager represents the range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.

 Essential Functions                                                                                                                                                        

  • Drives Product Sales and Revenue Pipeline through Channel partners
  • Develops, executes and manages business plan and tracks pipeline and revenue progress for each Channel partner
  • Training, mentoring, and motivating channel partners in the assigned territory and attending client meetings when possible
  • Focus on driving field engagement with assigned channel partners, execute channel partner account plans and support field sales team.
  • Recruit new partners to help fuel EMS company growth and continued success.
  • Critical focus on building trust and credibility and solution-orientation at individual, team and senior leadership levels to ensure exceptional partner experience and overall performance; proactively obtain feedback on the effectiveness of the collaboration.
  • Continually learn about new offerings and improve selling skills. Evaluates current and future growth opportunities within current partner ecosystem. Recommend additional collaboration and expansion opportunities.
  • Generating additional demand through partner events
  • Analyzing markets for emerging trends and reporting the same to management
  • Monitoring pricing policies and making sure that channel partners sign proper contracts/agreements
  • Fostering relationships between channel partners and end users
  • Sets short- and long-term channel sales strategies
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Coordinates development of sales and marketing materials required for channel partners to be successful
  • Promotes Education Management Solutions’ products within channel organizations
  • Directs leads developed within the channel to the appropriate sales person within EMS
  • Participates in EMS sales discussions as needed
  • Recommends product or service enhancements to improve customer satisfaction and sales
  • Evaluates effectiveness of partner programs and improves upon them
  • Responsible for creating sales for the company
  • Responsible for all communication of all channel activities with resellers / Affiliate Recruiters
  • Responsible for designing channel market plans to improve the market share of the company
  • Establishes productive, professional relationships with key personnel in assigned partner accounts
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
  • Sells through partner organizations to end users in coordination with partner sales resources
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
  • Ensures partner compliance with partner agreements
  • Drives adoption of company programs among assigned partners

Secondary Responsibilities                                                                                                                                        

  • Setting up new channel partners and overseeing the on-boarding process
  • Implementing channel marketing plans set out by the channel marketing team
  • Working closely with sales teams within the channel partner to train and advise
  • Regularly meeting with counterparts with partner organization
  • Monthly reporting on sales KPI’s within channel partners
  • Working to sales and revenue targets as set by the VP of Business Development & Marketing
  • Giving feedback to the marketing team on the success of sales promotions
  • Addressing customer service issues as raised by the channel partner
  • Identifying and reaching out to new potential channel partners
  • Working on cross selling opportunities within the organization



  • History of past success leading field engagement and executing Channel account partnerships.
  • Ability to negotiate and structure partnerships
  • Excellent relationship building skills
  • Solid Coaching and Leadership skills
  • Excellent interpersonal skills and an ability to build strong relationships with partners
  • Excellent verbal and written communication skills
  • Ability to establish and maintain positive and effective work relationships with coworkers, clients, members, providers and customers
  • Ability to travel 25%-50% to meet resellers, recruiters develop relationship with them
  • Highly motivated and should have leadership qualities and managing people skills
  • Strong personal network within the industry
  • Driven, highly motivated and passionate about sales



  • Bachelors Degree Required
  • Minimum of 5+ years quota-carrying sales experience and experience managing SaaS channel partners
  • Must have at least 5 to 7 years of industry related experience in Sales and Management
  • 4-7 years’ experience selling healthcare services to employers and payers
  • Prior experience as account manager is advantageous
  • Professional sales training would be an advantage but not essential
  • Previous experience of driving channel sales ideally within the same product category and channel
  • Experience developing channel partnerships with healthcare consultants and brokers