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Inside Channel Sales Manager
- San Diego, California, United States
- San Diego, California, United States
Über
Job Purpose: Lead a High-Performing Inside Channel Sales Team and Drive Strategic Growth Are you a proven sales leader with a passion for developing people, building strong partnerships, and driving revenue growth? We're looking for an Inside Sales Channel Account Manager to lead a team of Inside Channel Account Managers (ICAMs) focused on expanding our business through a network of valued channel partners.
What You'll Do: In this leadership role, you'll shape and execute channel strategy, coach and develop a talented sales team, and foster successful partner relationships that drive consistent revenue growth. You'll work cross-functionally with internal stakeholders to align resources, optimize partner performance, and identify new opportunities for expansion.
Lead, coach, and develop a team of ICAMs to achieve individual and team targets
Set clear performance expectations, conduct regular 1:1s, and manage performance reviews
Support hiring, onboarding, and training of new ICAMs
Foster a high-performance, collaborative, and accountability-driven team culture
Define and execute channel account management and sales strategy aligned with company revenue goals
Establish best practices for partner engagement, sales tactics and sales programs to increase renewal upsell and retention
Ensure consistent execution of channel programs, incentives, and go-to-market initiatives
Revenue & Performance Management
Own channel revenue targets and forecast accuracy for the team
Monitor pipeline health, partner performance, and KPIs
Identify risks and growth opportunities and implement corrective action plans when needed
Partner Relationship Oversight
Support escalations and complex partner negotiations
Ensure high levels of partner satisfaction and long-term partner retention
Deliver regular performance reports and insights to senior leadership
Analyze trends in channel performance, market dynamics, and competitive activity
Continuously improve channel processes, tools, and programs
What you’ll have: Required:
Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience)
5+ years of experience in channel sales, partner management, or B2B sales
2+ years of people management experience leading sales or account management teams
Proven track record of delivering revenue through indirect sales channels
Preferred:
Experience managing multi-tier channel ecosystems (distributors, resellers, integrators)
Industry experience in [SaaS / technology / manufacturing / telecom / FMCG, etc.]
Strong forecasting and CRM expertise (e.g., Salesforce, HubSpot)
Experience designing and scaling channel programs and/or sales teams
Strong leadership, coaching, and talent development skills
Strategic planning and execution capabilities
Excellent communication, negotiation, and stakeholder management skills
Data-driven decision-making and analytical skills
Ability to manage complexity and influence without direct authority
Handle a fast paced environment with the most effective processes
What we offer:
Medical, Dental and Vision Insurance
401(k) matching- Fully Vested Day One
Wellness Stipends
Employee Assistance Program
Life insurance
Paid time off (including your birthday and service anniversary)
Volunteer Time off opportunities
Hybrid Working environments
ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The expected OTE for this position is $120,000-$130,000. Additional benefits—such as health and wellness programs, performance bonuses, product discounts, holidays, and paid time off—are valued starting at $35,000 and may be offered in accordance with company plans.
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Sprachkenntnisse
- English
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