Job Description
Channel Sales Manager
Starian
• Manage commercial relationships with partner channels, serving as the focal point between the company and the leadership of each partner. • Monitor and drive achievement of sales targets by channel and by salesperson, working with local leaders to remove obstacles and improve performance. • Work hands-on with partners on strategic opportunities, supporting commercial meetings, diagnosing client needs, building value propositions and providing consultative sales support when required. • Support channels in structuring commercial processes, including the sales funnel, prospecting cadence, follow-up and conversion, and replicate best practices across channels. • Develop and train channel teams in consultative selling approaches, helping partners better qualify opportunities, map business pain points, conduct sales discovery and increase conversion in high-potential accounts. • Analyze financial and business health indicators for each channel, such as margin, productivity per salesperson, customer acquisition cost, average deal size and portfolio churn, proposing action plans for improvement. • Identify market expansion opportunities, including new territories, new customer profiles and potential opening of new channels. • Maintain a digital mindset, show curiosity about new technologies and interest in understanding how Artificial Intelligence (AI) can transform processes, experiences and results.
Job Requirements
- Previous experience managing sales channels, commercial representatives or distribution partnerships, ideally in SaaS, technology or B2B.
- Experience in commercial management with a focus on metrics and results, including quotas, pipeline, conversion and productivity.
- Hands-on experience in B2B consultative selling, with the ability to engage directly in complex sales cycles, support strategic negotiations and guide partner teams in building more qualified commercial approaches.
- Ability to interpret financial and business indicators to support the economic health of partners.
- Consultative profile, with the ability to influence without direct authority over channel teams.
- Willingness to travel, given the national scope of the operation.
- Intermediate English.
- Knowledge of or interest in Artificial Intelligence technologies: tools, applications and concepts.
Benefits
- Meal allowance / meal voucher
- Health and dental insurance
- Home office allowance
- Profit-sharing (PLR)
- Setup kit voucher
- Life insurance
- Birthday day off
- GoGood | Conexa
- Health and wellness program
- Partnerships and discounts
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