Channel Director

Jobtailor; Maryland; On-site; USD 90,000 - 130,000; Full time

Job summary

Jobtailor is seeking a seasoned Channel Sales professional in Maryland to lead enterprise partner relationships within the BPO/FM ecosystem. You will drive a partner-led pipeline, navigate multi-site deals, and align with SPICED-based selling to close complex opportunities.

You'll educate partner teams, manage forecasts in CRM, and collaborate with services and engineering to deliver value across global partners. Travel to partner sites will be required as needed.

Qualifications

• 7+ years in channel sales or partner management within BPO/VAR/Vendor channel.
• Track record of quota attainment in partner-sold enterprise deals.
• Experience navigating large global FM/BPO providers and systems integrators.
• Familiar with SPICED or similar sales methodologies.
• Proficient in Salesforce or equivalent CRM.

Responsibilities

• Own and grow relationships with a defined set of enterprise BPO/FM partners.
• Serve as the primary FacilityOS point of contact at working and senior-relationship levels.
• Drive partner-sourced and partner-influenced pipeline to close using SPICED.
• Develop whitespace within assigned partner accounts and pursue new relationships.
• Educate and enable partner sales teams using playbooks and training materials.
• Manage pipeline and forecast using CRM-based deal registration.
• Coordinate with Professional Services and Solutions Engineering on multi-site deals.
• Represent FacilityOS at partner events and quarterly business reviews.
• Ensure smooth handoff to delivery and continuity with existing partners.

Skills

Channel Sales

Partner Mgmt

SPICED Methodology

Salesforce Proficiency

B2B SaaS Expertise

Tools

CRM Software

Partner Portal

Job description

• Own and grow relationships with a defined set of enterprise BPO/FM partners


• Serve as the primary FacilityOS point of contact at working and senior-relationship levels


• Drive partner-sourced and partner-influenced pipeline to close using FacilityOS's SPICED sales methodology


• Develop new whitespace within assigned partner accounts and pursue new partner relationships as directed


• Educate and enable partner sales teams using established playbooks and training materials


• Manage pipeline and forecast using CRM-based deal registration


• Follow account delineation rules to avoid conflict with the direct sales organization


• Coordinate with Professional Services and Solutions Engineering on multi-site, partner-sourced deals


• Ensure smooth handoff to delivery


• Provide partner input for channel program design


• Represent FacilityOS at partner events, quarterly business reviews, and relationship-building activities


• Maintain continuity with existing partner relationships during transition


• Build qualified pipeline in assigned whitespace accounts


• Adopt new deal registration and program tools


• Progress toward assigned new-business quota

Requirements

• 7+ years in channel sales, partner management, or a BPO/reseller/VAR sales motion, ideally in B2B SaaS or a related enterprise technology category


• Track record of carrying and hitting quota in a partner-sold or complex enterprise sales motion


• Experience navigating large, global organizations such as FM/BPO providers or systems integrators through multi-stakeholder, multi-site deals


• Comfort operating in a growing program while deal registration, playbooks, and a partner portal are being built out


• Strong relationship-building and consultative selling skills


• Experience with SPICED or a comparable sales methodology is a plus


• Salesforce or comparable CRM proficiency


• Willingness to travel to partner locations and events as needed


• Must be legally eligible to work in the location in which you applied


• Offer may be conditional upon criminal record, credit, employment, educational, and reference checks

Core Competencies

Demonstrates expertise in channel sales and partner management, with a strong focus on relationship-building and consultative selling. Proficient in utilizing CRM tools and sales methodologies to drive pipeline growth and achieve business quotas.

Highest-signal resume keywords

• Channel Sales Experience


• Partner Management


• SPICED Sales Methodology


• Salesforce Proficiency


• B2B SaaS Expertise

Hard Skills

• Quota Achievement


• Pipeline Management


• Deal Registration


• Consultative Selling


• Multi-Stakeholder Navigation

Soft Skills

• Relationship-Building


• Communication


• Collaboration

Industry Keywords

• BPO


• VAR Sales


• Enterprise Technology


• Global Organizations


• Professional Services

Tools & Technologies

• CRM Software


• Partner Portal