butterflymx - Channel Sales Territory Manager
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT
Requirements
• The credibility test for this role is the ability to work with integrators and speak their language — P&L, truck rolls, RMR, labor margin, install economics. Prior employment as an installer or integrator is not required. Vendor-side regional sales managers with deep integrator relationships, former AEs at security or access control OEMs, and partner-facing roles in adjacent categories all fit the profile. • Existing integrator relationships in the West Coast territory • Consultative, relationship-first sales motion. Comfort with multi-quarter partner development cycles. • CRM discipline. Salesforce fluency, attribution rigor, clean pipeline hygiene. • Commercial vertical exposure. Experience selling into smaller office, retail, mixed-use, or boutique hospitality deals. • 3+ years in a quota-carrying channel sales, partner management, or business development role. Security, access control, video surveillance, low-voltage, or IT VAR experience preferred. • Track record of building and growing partner relationships from Bronze through strategic tier. • Comfort engaging at all levels of a partner organization, from owner to install tech to CFO. • Fluency in Salesforce, Excel, and standard business software. • Ability to work independently, prioritize across competing demands, and operate against quarterly milestones. • Strong written and verbal communication. Engaging in a partner meeting, disciplined in CRM and email. • Willing to travel approximately 50% of the time in-territory. • Bachelors degree • 3+ years of channel management experience with Security and/or IT VAR reseller partners • Demonstrated channel sales success • Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches • Ability to develop relationships and engage at all levels with partners (Sales to C-suite) • Fluency in Salesforce, Excel, and other business software • Ability to work with minimal supervision, balance multiple priorities, and achieve deadlines • Engaging personality, polished verbal and written communication skills, and meticulous attention to detail • Must be willing to travel roughly 50% of the time to partners/events
Responsibilities
• Own and grow the partner relationship across all tiers (Bronze, Silver, Gold) in the West Coast. Quarterback partner onboarding, deal registration, co-sell support, and quarterly business reviews. • Run the three core CTM motions: whale hunting (signing Tier 1 integrators not currently in the program), tier progression activation (moving partners up the Bronze/Silver/Gold ladder), and commercial vertical development. • Identify, pursue, and sign target integrators using project intelligence (ConstructConnect, install history, competitive displacement opportunities). Lead with margin and recurring revenue economics, not product features. • Build joint business plans with Gold and Silver partners. Run quarterly QBRs that walk partners through their unit economics, software margin trajectory, and pipeline. • Partner with internal AEs on co-sell motion. Honor deal registration. Maintain attribution discipline in Salesforce. • Travel in-territory to partner offices, job sites, regional trade shows, and industry events. Roughly 50%. • Maintain accurate partner records, pipeline, and forecast in Salesforce. Deliver weekly pipeline brief and quarterly territory scorecard to the Director of Channel Sales.
Benefits
• Comprehensive Medical, Dental and Vision plans (ButterflyMX covers 80% of the cost) starting day 1 • 401(k) plan with a match • 10 paid holidays, 20 vacation days, 5 sick days, 3 floating holidays • Basic Life and Accidental Death and Dismemberment Insurance (ButterflyMX covers 100% of the cost) • Short and Long Term Disability (ButterflyMX covers 100% of the cost) • Paid Family Leave • Employee Assistance Program • Quarterly self-care stipends • Access to optional benefits including pre-tax flexible healthcare spending accounts (FSA and HSA), Dependent Care FSA, and Commuter Benefits, as well as optional Supplemental Life, AD&D, Hospital Indemnity, Legal, Accident, Critical Illness, Pet, and Personal Liability Insurance
No credit card. Takes 10 seconds.