The Sales Channel Partnerships Manager will own Tractian’s indirect sales strategy, manage partner pipelines, and ensure growth through distributor and reseller relationships while collaborating with various departments.
Sales at TRACTIAN
The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.
What you'll do
As a Sales Channel Partnerships Manager, you’ll own and scale Tractian’s indirect sales motion, recruiting and onboarding top distributors, resellers, and alliances, then equipping them to sell and win with us. You’ll drive revenue by managing partner pipelines, co-selling opportunities, and joint go-to-market initiatives, while building strong executive and frontline relationships. You’ll align closely with Sales, Marketing, Product, and Customer Success to ensure channel programs hit growth goals, track and optimize partner performance, and stay ahead of market trends to keep Tractian outpacing the competition.
Responsibilities
- Own and scale Tractian’s indirect sales channel strategy to drive revenue growth.
- Recruit, onboard, and enable high-value distributors, resellers, and alliance partners.
- Deliver partner training, incentives, and playbooks that accelerate sales success.
- Manage partner pipelines, co-sell opportunities, and joint go-to-market initiatives.
- Build and maintain strong executive and frontline partner relationships.
- Align with Sales, Marketing, Product, and Customer Success on channel programs.
- Track, analyze, and report on partner performance to optimize results.
- Negotiate partner agreements, incentives, and compensation structures.
- Resolve channel conflicts while ensuring fair and ethical business practices.
- Stay ahead of market trends and competitor strategies to refine Tractian’s channel approach.
Requirements
- 5+ years of experience in channel sales, partnerships, or B2B SaaS/technology sales.
- Proven success building and managing distributor, reseller, or VAR ecosystems.
- Track record of delivering revenue growth through indirect sales channels.
- Strong negotiation, deal management, and contract execution skills.
- Excellent relationship-builder with executive presence and influence.
- Data-driven mindset with ability to track, analyze, and optimize performance.
- Skilled in partner enablement, training, and joint go-to-market execution.
- Strong business acumen with ability to align partner strategy to company goals.
- Comfortable operating in a fast-paced, high-growth environment.
- Bonus: Experience in industrial technology, IoT, or manufacturing SaaS.
Compensation
Competitive Salary
Premium Medical, Dental, and Vision Coverage
Paid Time Off (PTO): 15 Days
401(k) Retirement Plan
Language Learning Opportunities - Take advantage of optional, fully funded Portuguese or Spanish courses to enhance your skills and global reach.
Gympass Membership - Access a wide range of gyms and training programs.
Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.
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