Description
Plan, direct, and optimize indirect sales through distributors, resellers, system integrators, and marketplaces. Build and manage channel programs, territories, quotas, and incentives; recruit, onboard, and train partners. Analyze sell-in and sell-through data to forecast demand, align inventory, and track partner and customer preferences.
- • Resolve partner escalations, channel conflicts, and service issues.
- • Monitor partner and customer segment trends to focus channel efforts.
- • Direct and coordinate indirect sales across distributors, resellers, system integrators, and marketplaces.
- • Set channel price lists, discounts, rebates, and deal registration guidelines.
- • Review pipeline, sell-in/sell-through, and POS reports to forecast revenue and profitability.
- • Oversee channel operations, including contracts, order management, inventory alignment, and logistics.
- • Collaborate with marketing, product, finance, and legal on co-marketing, enablement, and go-to-market plans.
- • Advise partners on program policies, compliance, and best practices to improve performance.
- • Prepare and manage channel budgets, including MDF and co-op funds.
- • Represent the company at partner summits, trade shows, and alliance events to recruit and enable partners.
- • Lead channel account teams; plan staffing, training, certifications, and performance reviews.
- • Conduct partner business reviews and build joint business plans to expand coverage and pipeline.
- • Support partners in pre-sales, solution design, and quoting to meet customer requirements.
- • Oversee regional channel managers and distribution partners to achieve territory goals.
- • Maintain accurate partner records, deal registrations, and compliance documentation.
- • Manage international distributors and global channel programs.
- • Evaluate new partners and routes to market using market data, coverage gaps, and ROI.
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Marketing & Sales
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Tasks & skills:
O*NET occupational data (work activities, skills, knowledge).
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This site includes information from O*NET by the U.S. Department of Labor, Employment and Training Administration (USDOL/ETA), used under the CC BY 4.0 license. Career Clutch has modified some of this information for student readability. USDOL/ETA has not approved, endorsed, or tested these modifications. O*NET® is a trademark of USDOL/ETA.
Last reviewed: Jan 2026
