Regional Channel Sales Manager (SoCal)

What You'll Do:

• Including, but not limited to:


Be the Go-To Partner Resource
• Serve as the primary field contact for channel sales teams in your region.
• Jump in on deals with reps — from pipeline strategy to customer meetings to closing support.
• Help uncover, track, and accelerate large opportunities within the channel’s pipeline.


Drive Training & Enablement
• Onboard our partners’ new sales reps alongside their internal training team, ensuring fast ramp-up.
• Lead engaging trainings and product demos that give our partners’ sales teams the confidence and tools to win.
• Keep our partners’ sales teams updated on product updates, positioning, and competitive insights.


Grow Brand Presence in the Field
• Build strong, regional-level relationships across your territory — know the teams, the customers, and the local dynamics. 
• Be present at channel partner offices, meetings, and events to keep our brand top of mind.
• Be proactive in launching regional initiatives drive awareness and excitement about our product and brand.


Track Opportunities & Pipeline Impact
• Partner with our partners’ sales reps to identify and advance high-value opportunities.
• Monitor regional pipeline health, ensuring strategic deals have the right resources behind them.
• Report field intelligence back to internal teams to shape strategy and improve partner performance.


Collaborate & Share Insights
• Work cross-functionally with internal sales, marketing, and partner teams to align execution.
• Provide regular reporting on activities, opportunities, and wins in your territory.
• Act as the voice of our partners’ sales teams back to our organization.

Required Skills & Experience:

• 5+ years of channel or distribution partner management experience, with a track record of growing relationships and driving revenue.
• 3+ years of direct selling experience, preferably in a high-activity environment (inside or outside sales).
• Experience working in organizations who have recently commercialized their product, with a willingness to adjust and audible the strategy in real-time. 
• Strong understanding of channel and channel sales models, selling an innovative solution consisting of both software as a service, coupled with hardware.
• Proven success in training, enabling, and motivating sales teams. 
• Leading from the front regionally with partnerships teams to help drive sales growth and brand adoption.
• Excellent communicator and relationship builder with a hands-on, in-the-field presence.
• Comfortable with frequent regional travel (50–60%) and regular, in-person cadence to achieve sales success.
• Self-starter mindset — you’re resourceful, proactive, and thrive in a fast-paced environment.

KPIs:

• (Key Performance Indicators)
Success in this role will be measured by activity-driven metrics aligned with channel best practices, leading to achieving a partnership team quota at a regional and nationwide level. Specific targets will be defined by the Manager but will include emphasis on:
• Pipeline Development: Volume and value of opportunities influenced or advanced with external sales teams.
• Sales Support Activity: Number of joint customer meetings, ride-alongs, and deal support engagements.
• Training & Enablement: Frequency and quality of rep onboarding sessions, external trainings, and product demos.
• Field Engagement: Number of channel partner visits, events supported, and in-field sales activations executed.
• Brand Presence: Growth of awareness and adoption at the channel level, measured through sales activity, sales growth, event participation, and partner feedback.
• Reporting & Insights: Accuracy and timeliness of pipeline tracking, activity reporting, and feedback to internal teams.