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RateLinx · 2 days ago

Channel Sales Executive

Scottsdale, AZ

Full-time

Onsite

Mid Level

$80K/yr - $100K/yr

RateLinx is an industry-leading Transportation Management System (TMS) SaaS provider. They are seeking a Channel Sales Executive to manage the sales process from pre-sales customer discovery through deal close, working closely with ERP Value-Added Reseller partners to uncover new opportunities and deliver tailored product demonstrations.

AnalyticsLogisticsShippingSoftwareSupply Chain Management

Responsibilities

Close leads provided by our extensive ERP VAR partner community by supporting their sales cycles, participating in joint pre-sales discovery calls, and positioning our TMS solutions as the industry leading, integrated shipping solution for their ERP offerings

Lead structured pre-sales discovery sessions with prospects to understand their unique shipping workflows, integration needs, and operational challenges unique to their specific business and ERP environment

Deliver uniquely tailored product demonstrations that clearly connect discovery insights to ShipLinx TMS capabilities, simplifying complex logistics concepts for both technical and non‑technical audiences

Manage your sales quota using CRM tools, ensuring accurate forecasting, activity tracking, and opportunity progression

Own the full sales cycle for new opportunities — from pre-sales outreach and discovery through demo, proposal, negotiation, and contract signature

Collaborate closely with Implementation team to support strategic customer relationships and ensure smooth handoffs for implementation and onboarding projects

Provide feedback to the VP of Channel Development based on customer and partner insights, helping refine messaging, enablement materials, and roadmap priorities

Qualification

SaaS sales experienceERP ecosystem familiarityConsultative selling skillsPre-sales discoveryCRM tools proficiencyCommunication skillsPresentation skillsRelationship-buildingAttention to detail

Required

Experience with pre-sales discovery, selling SaaS solutions, ideally within ERP, supply chain, logistics, or related technology

Strong discovery and consultative selling skills — able to close the opportunity by asking for money, asking the right discovery questions, synthesize information quickly, and guide prospects toward clarity

Confidence delivering on‑screen demos that simplify complex workflows and highlight business value

Familiarity with ERP ecosystems such as Sage, Acumatica, NetSuite, VISUAL, or Microsoft Dynamics BC, and an understanding of how TMS integrates into broader operational business processes

Experience working with or through VARs, ISVs, or channel partners

Excellent communication, presentation, and relationship‑building abilities

Ability to manage multiple opportunities simultaneously while maintaining attention to detail