Vice President of Channel Sales

SUMMARY: The Vice President of Channel Sales will develop and execute MultiTech’s indirect sales strategy through strategic partnerships, distributors, resellers, system integrators, and other channel partners. This executive leader drives revenue growth, expands market presence, and strengthens partner relationships to drive our strategy. The VP of Channel Sales will build and lead a high-performing channel sales organization, with whom they will establish partner programs, and collaborate across the business to maximize customer experience and sales.

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

Channel Strategy & Business Growth

• Develop and execute a comprehensive channel sales strategy that supports company growth objectives.
• Identify, recruit, onboard, and develop high-value channel partners.
• Expand market penetration through strategic partner relationships and indirect sales channels.
• Establish annual channel revenue targets, forecasts, and growth plans.
• Analyze market trends, competitive landscapes, and partner opportunities to drive strategic decision-making.
• Manage partner segmentation and territory alignment to maximize coverage and performance.

Partner Relationship Management

• Build and maintain executive-level relationships with key channel partners.
• Drive the development of partner enablement programs, training initiatives, and sales tools to improve partner effectiveness.
• Create and oversee partner incentive programs, pricing strategies, and promotional activities.
• Resolve escalated partner concerns and negotiate partnership agreements.
• Conduct regular business reviews with strategic partners to assess performance and identify growth opportunities.

Sales Leadership

• Lead, coach, and develop a high-performing channel sales team.
• Establish performance metrics, sales processes, and accountability standards to drive sales forecasting accuracy and pipeline management.
• Monitor and report on channel sales performance against established goals; monitor partner profitability and return on investment.
• Drive customer experience by fostering a culture of customer focus, collaboration, and continuous improvement.
• Develop and manage channel sales budgets and resource allocation.

Cross-Functional Collaboration

• Partner with Sales Enablement to develop channel marketing programs and demand generation initiatives.
• Collaborate with Product Management to communicate partner and customer needs.
• Work with Finance to develop pricing models, margin structures, and revenue forecasts.
• Coordinate with customer support and operations teams to ensure exceptional customer/partner experience.
• Align channel initiatives with corporate objectives and direct sales efforts.
• Ensure compliance with contractual obligations and applicable regulations.
• Drive continuous improvement in channel processes and partner engagement.

QUALIFICATION REQUIREMENTS:

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree in business administration, Marketing, Sales, or related field required. MBA preferred.
• 12+ years of progressive sales leadership experience, including significant channel sales management responsibility.
• Proven track record of building and scaling successful channel partner ecosystems.
• Demonstrated success achieving and exceeding revenue growth targets.
• Experience leading geographically dispersed sales teams.
• Strong background in strategic planning, partner development, and executive relationship management.
• Deep understanding of channel sales models, partner management, and indirect go-to-market strategies.
• Exceptional leadership, coaching, and team development skills.
• Strong financial acumen and business planning capabilities.
• Excellent negotiation, communication, and presentation skills.
• Ability to influence and collaborate with executives, customers, and partners.
• Strong analytical and strategic thinking abilities.
• Experience with CRM systems, sales analytics, and channel management platforms.

PHYSICAL DEMANDS: 

• Lifting requirements up to 25 pounds.
• Requires sitting for periods of time.
• Use hands to finger, handle or feel.

• Requires travel using all modes of transportation.
• Requires a valid passport.

WORK ENVIRONMENT: 

• Working conditions are normal for an office environment. Minimal noise.
• Our Minnesota facility includes a manufacturing environment. Moderate noise level. Machinery operation requires the use of safety equipment to include but not limited to; safety glasses, hearing protection, wrist and shoe straps, and ESD smock. Loose fitting clothing and jewelry are not permitted. No food is allowed in the manufacturing area. No cell phone use allowed in manufacturing area unless approved by management.

EQUIPMENT AND TOOLS USED: 

Laptop computer.

Standard office equipment