Senior Channel Enablement Lead - VAR Onboarding

ADP, Inc.; España; Remote; GBP 72,000 - 102,000; Full time

Job summary

Lantronix is hiring a Channel VAR Development Manager to turn newly recruited reseller reps into confident Lantronix sellers. You will onboard partners across NI, OOB, and IIoT, teaching them to identify fit opportunities and close deals with end customers.

You will collaborate with RSMs and the channel team to bridge onboarding and first pipeline, driving early deal registrations and enabling partners at scale.

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Technology, Engineering, or related field.
• Minimum of 5+ years, preferably 8+ years in channel sales or partner management.
• Experience working with VARs, system integrators, distributors, or channel partners.

Responsibilities

• Own the onboarding journey for newly recruited VAR Partner Sales Reps from kickoff through first qualified opportunity.
• Deliver structured welcome and orientation calls to introduce Lantronix product lines and how to sell with existing portfolio.
• Build individualized onboarding plans based on territory, vertical focus, and prior tech experience.
• Track onboarding milestones and proactively follow up to keep reps moving.
• Teach reps to spot Lantronix-fit opportunities and price against incumbents.
• Coach reps on qualification basics: use case, environment, budget, decision process.

Skills

Channel sales

Partner management

Sales enablement

Communication

Education

Bachelor's degree in Business or related field

Tools

Salesforce

MS Office

Job description

Lantronix is hiring a Channel VAR Development Manager to turn newly recruited reseller reps into confident Lantronix sellers. You will onboard partners across NI, OOB, and IIoT, teaching them to identify fit opportunities and close deals with end customers.

You will collaborate with RSMs and the channel team to bridge onboarding and first pipeline, driving early deal registrations and enabling partners at scale.