About SugarCRM

From the very beginning, SugarCRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential. Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as a Great Place to Work. We care about work/life balance and flexibility for our employees, and we're proud of how we show up for our customers every day.

If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more about SugarCRM careers and how you can be part of our journey.

Where Do You fit?

The Channel Sales Manager role operates within a matrixed organisation and plays a crucial role in expanding a company's market reach and driving revenue by building and managing relationships with our current tier 2 channel partners and identifying new partners to recruit in specific vertical markets, with logical geographic coverage to mitigate channel conflict.

The primary focus will be Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, although there could be considerations for Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell the company's SaaS solutions.

Impact you will make in the role

Key responsibilities for the Channel Sales Manager are primarily focused on three goals, namely, ensuring new business, current customer growth and renewal goals are met.
This will be achieved through developing strong communications and programs to the community covering channel strategies, managing current tier 2 partner relationships, targeting and recruiting new partners, owning the mutual business planning / target setting cycle with accredited channels, coordinating certification, enablement and training with enablement resources, and ensuring ChannelOPS, SalesOPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance, functions are optimized to maximize commercial traction and to remove friction.
The Channel Sales Manager, in conjunction with ChannelOPS and SalesOPS, will be responsible for monitoring performance, managing partner contract obligations, optimizing channel programs, collaborating cross-functionally, analyzing market trends, and spotting commercial opportunity within each of their franchises.
Ensure each partner has the capacity to achieve our mutual business plan.

What you will bring

6+ years of experience in channel sales and partner management within a B2B SaaS environment.
Bachelor's degree in a related field.
Experience as a hands-on business manager, humble, methodical, a communicator, action oriented, with high attention to detail.
Excellent understanding of complex B2B SaaS sales, contract and the functions of Marketing, Sales, Services, CSM/CX and support.
Extensive collaboration and leadership skills required due to the nature of SugarCRM’s matrixed organization.
Excellent relationship and communication skillset.
Ability to manage multiple moving parts in a complex machine.
A results-driven mindset.

Preferred Skills & Knowledge

Communication
Data analysis / Reporting
Partner program / contract
Planning and coordination
CRM & ERP
Highly skilled in working in matrix organisations: Channel operations, Sales / Sales methodology, Marketing / lead gen planning, Support, Services, Enablement, Alliances