Solü Technology Partners · 9 hours ago
SaaS Value Added Reseller & Leveraged Distribution Channel Manager
United States
Full-time
Remote
Senior Level
$120K/yr - $150K/yr
6+ years expSolü Technology Partners is assisting aggressive companies in accelerating innovation through strategic partnerships. The SaaS Value Added Reseller and Leveraged Distribution Channel Manager will focus on expanding reach, building relationships with distribution partners, and unlocking new revenue opportunities.
Information TechnologySoftwareStaffing Agency
No H1B
U.S. Citizen Only
Responsibilities
Program ownership: Design and run a partner program with clear ROE (Rules of Engagement), deal reg, discounts/rebates, and incentives across direct Value-Added Resellers and leveraged distributor channels. This excludes innovation management consultants or bootcamps
Recruit & onboard: VARs: Source, vet, contract, and ramp high-potential resellers into high-earning partners
Engage and lead the existing international reseller channel (i.e. VAR), which includes: Demonstrating IP.com solutions on behalf of resellers, Tracking the pipeline of opportunities by reseller, including anticipated close date and estimated revenue, Assign inbound leads of IP.com to resellers where appropriate, Conduct training for the resellers, and Coordinate prospecting activity with resellers to obtain new clients
Leveraged Distributors: Negotiate terms, define enablement plans and market coverage, and operationalize deployment and execution processes between IP.com and distributor
Enablement at scale: Build playbooks, demo assets, potential certification paths; train distributor partner managers and inside teams to recruit/activate resellers with support from IP.com resources; run partner and distributor Quarterly Business Reviews
Pipeline & forecast: Drive partner-sourced and influenced pipeline; build a bottom-up forecast by route (VAR vs. distributor) and by top partners
Go To Market (GTM) (through-partner): Plan joint campaigns, webinars, and events with marketing support; manage SPIFs/rebates with ROI tracking; co-create packaged offers/bundles (e.g., trials, proof-of-concepts, pilots)
Conflict resolution: Mediate direct/VAR/distributor conflicts quickly; uphold ROE and registration Service Level Agreements
Renewals & upsell/cross-sell: Orchestrate channel-led renewals, expansions, and cross-sell; align credit/collections/order-form flow with distributors
Compliance & contracts: Drive distributor and reseller agreements, any applicable flow-down terms (e.g. data privacy) and brand usage with Legal/Marketing/Finance
Qualification
Required
6–10+ years in B2B SaaS channel management with both (VAR) and (leveraged distribution) models; track record building/scaling programs
Proven quota ownership for partner-sourced bookings/Annual Recurring Revenue and influenced revenue across VAR and distributor routes
Hands-on with partner marketing; able to operationalize at scale via distributors
Strong negotiation of margins, price protections, special campaign program terms
History running executive Quarterly Business Reviews and joint business plans with top distributors and VARs
Education & Certifications – Bachelor's required
5 years+ of experience in channel sales, partner management, or distribution management
Strong understanding of leveraged distribution models and indirect sales strategies
Proven success in meeting or exceeding sales targets through channel partners
Excellent negotiation, relationship-building, and presentation skills
Strong analytical and forecasting abilities
Ability to travel as needed to support partner relationships and events
Incumbent must be compliant with ITAR/Export Control regulations, which can be demonstrated by US citizenship
Preferred
MBA a plus
Experience in the Intellectual Property or Innovation space is a strong asset
Company
Solü Technology Partners
This is Solü (sō-lu).
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Matt Cox
DevOps Lead/Amazon Web Services Engineer at Solu Technology Partners
Recent News
Rochester Business Journal
2024-03-08
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