Channel Sales Director (U.S. market) (Req# 1792) at SugarCRM

Denver, Colorado, United States

Apply Now

Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, CRM, TechnologyIndustries

Requirements

Bachelor's degree in a related field
6+ years of experience in channel sales and partner management within a B2B SaaS environment
Hands-on business manager with humility yet gravitas
Excellent understanding of complex B2B SaaS sales, contracts, and functions of Marketing, Sales, Services, CSM/CX, and support
Extensive collaboration and leadership skills for matrixed organization
Data-led, planner, action-oriented, with high attention to detail
Excellent relationship and communication skills
Ability to manage multiple moving parts in a complex environment
Results-driven mindset
Preferred Skills & Knowledge
Business plan development
Data analysis / Reporting
Partner program / contract
Planning and coordination
CRM & ERP
Highly skilled in working in matrix organizations: Channel operations, Sales / Sales methodology, Marketing / lead gen planning, Support, Services, Enablement, Alliances

Responsibilities

Build and manage relationships with current tier 1 channel partners
Identify and recruit new partners in specific vertical markets with logical geographic coverage to mitigate channel conflict
Focus primarily on Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, and consider Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell SaaS solutions
Ensure new business, current customer growth, and renewal goals are met
Develop channel strategies
Manage current tier 1 partner relationships
Target and recruit new partners
Own the mutual business planning cycle with accredited channels
Coordinate certification, enablement, and training with enablement resources
Optimize ChannelOPS, SalesOPS, Knowledge, Support, Services, Sales, Customer Success, Marketing, and Finance functions to maximize commercial traction and remove friction
Work with channel marketing to define specific marketing strategies, campaigns, and programs to support the business plan
Monitor performance
Manage partner contract obligations
Optimize channel programs
Collaborate cross-functionally
Analyze market trends and spot commercial opportunities within franchises
Ensure each partner has the capacity to achieve mutual business plans

Skills

CRM

ERP

SaaS

Channel Management

Partner Recruitment

Sales Strategy

Business Planning

VAR Management

Systems Integrators

Managed Service Providers

SugarCRM

CRM software for customer relationship management

About SugarCRM

SugarCRM provides a suite of tools for Customer Relationship Management (CRM) aimed at helping businesses foster strong customer relationships. Its main product is a CRM platform that combines customer data, sales, marketing, and service functions into one system. This platform automates customer interactions and offers businesses a detailed view of their customers, allowing them to anticipate needs and provide personalized experiences. SugarCRM also offers specialized solutions like Sugar Market for marketing automation and Sugar Enterprise for customizable applications, which help businesses manage leads and improve customer satisfaction. Operating on a subscription model, SugarCRM ensures ongoing revenue and regular software updates, while also offering training and support to help clients maximize their use of the platform. The goal of SugarCRM is to empower businesses to enhance their customer experience through intelligent automation and data insights.

Cupertino, CaliforniaHeadquarters

2004Year Founded

$135.4MTotal Funding

LATE_VCCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Health Insurance

401(k) Company Match

401(k) Retirement Plan

Unlimited Paid Time Off

Paid Parental Leave

Employee Referral Bonus

Risks

Increased competition from AI-driven CRM solutions like Salesforce's Einstein GPT.

Rising data privacy regulations could increase compliance costs for SugarCRM.

Subscription fatigue may impact SugarCRM's recurring revenue model.

Differentiation

SugarCRM offers a highly customizable CRM platform for diverse business needs.

The company integrates advanced analytics and automation for personalized customer experiences.

SugarCRM's platform supports seamless integration with other business tools and systems.

Upsides

SugarCRM's new GenAI capabilities promise to enhance productivity for midmarket businesses.

The company has been recognized as a leader in the CRM industry by multiple awards.

Growing demand for cloud-based CRM solutions aligns with SugarCRM's subscription model.

Land your dream remote job 3x faster with AI

Try Jobo Free