Channel Sales Representative

BlackLine; United States; Remote; USD 85,000 - 100,000; Full time

Job summary

BlackLine is seeking a Channel Sales Representative to expand market reach through effective channel partnerships across the United States. You will drive new revenue, nurture partners, identify opportunities, and execute joint sales initiatives while collaborating with direct sales and the partnerships team.

You will develop and implement GTM strategies, educate partners on our offerings, and manage contracts and revenue forecasting to support strategic planning.

Qualifications

• 3+ years channel sales experience for SaaS providers.
• Proven experience in channel sales, partner management, or related roles.
• Knowledgeable advisor to clients and prospects with a well-developed consultative selling style.
• Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques.
• Demonstrated exceptional understanding of BlackLine Solutions.
• Results-oriented with a track record of meeting or exceeding sales targets.
• Ability to travel as needed to meet with partners and attend events up to 40% of the time.
• Proficiency in CRM software and sales reporting tools.
• Bachelor's degree in Business, Marketing, or a related field (or equivalent work experience).

Responsibilities

• Channel Partner Engagement: Cultivate and maintain relationships with channel partners, serving as the primary point of contact for sales inquiries and deal execution.
• Identify Sales Opportunities: Proactively seek out new business opportunities and leverage existing partner relationships to drive sales growth.
• Joint Selling: Collaborate with our direct sales team to facilitate joint selling efforts with channel partners, ensuring a unified approach to customer engagement.
• Partner Development: Work with our partnerships team to identify and develop channel partners committed to promoting and selling our products and services.
• Revenue Growth: Increase revenue from partner sources and expand market share through effective partnering strategies.
• Go-To-Market Strategies: Develop and implement joint go-to-market strategies and lead generation opportunities to maximize market penetration.
• Management Information: Provide accurate and timely management information and revenue forecasts to help in strategic planning and decision-making.
• Educational Support: Educate partners on our commercial practices, products, and services, enabling them to effectively communicate our value proposition to their customers.
• Contract and Business Management: Manage transaction contracts, business practices, and resolve deal booking issues in collaboration with internal teams.
• Marketing Collaboration: Work closely with the marketing department to plan and execute marketing events and initiatives tailored for channel partners.

Skills

Channel sales

SaaS

Partner management

Consultative selling

C-level negotiations

CRM software

Sales reporting tools

Education

Bachelor's degree

Tools

CRM software

Sales reporting tools

Job description

Channel Sales Representative page is loaded## Channel Sales Representativeremote type: Remotelocations: Remote USAtime type: Full timeposted on: Posted Todayjob requisition id: 001975**Make Your Mark:**As a Channel Sales Representative, you will play a pivotal role in expanding our market reach and driving revenue growth through effective partnership management. You will be responsible for driving new revenue growth along side our channel partners. This includes building and nurturing relationships with channel partners, identifying sales opportunities, and ensuring the successful execution of joint sales initiatives. This role is ideal for a results-driven individual with a strong understanding of our products and services and the ability to thrive in a collaborative, fast-paced environment.**You'll Get To:*** **Channel Partner Engagement:** Cultivate and maintain relationships with channel partners, serving as the primary point of contact for sales inquiries and deal execution.* **Identify Sales Opportunities:** Proactively seek out new business opportunities and leverage existing partner relationships to drive sales growth.* **Joint Selling:** Collaborate with our direct sales team to facilitate joint selling efforts with channel partners, ensuring a unified approach to customer engagement.* **Partner Development:** Work with our partnerships team to Identify and develop channel partners committed to promoting and selling our products and services. The partnerships team drives recruitment, enablement* **Revenue Growth:** Increase revenue from partner sources and expand market share through effective partnering strategies.* **Go-To-Market Strategies**: Develop and implement joint \"go-to-market\" strategies and lead generation opportunities to maximize market penetration.* **Management Information:** Provide accurate and timely management information and revenue forecasts to help in strategic planning and decision-making.* **Educational Support**: Educate partners on our commercial practices, products, and services, enabling them to effectively communicate our value proposition to their customers.* **Contract and Business Management:** Manage transaction contracts, business practices, and resolve deal booking issues in collaboration with internal teams.* **Marketing Collaboration:** Work closely with the marketing department to plan and execute marketing events and initiatives tailored for channel partners.**What You'll Bring:*** 3+ years channel sales experience for SaaS providers,* Proven experience in channel sales, partner management, or related roles.* Knowledgeable advisor to clients and prospects with a well-developed consultative selling style.* Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques.* Demonstrated exceptional understanding of BlackLine Solutions.* Results-oriented with a track record of meeting or exceeding sales targets.* Ability to work independently and as part of a team.* Proficiency in CRM software and sales reporting tools.* Willingness to travel as needed to meet with partners and attend events up to 40% of the time* Proven and consistent track record of building accurate sales pipelines and forecasts, and meeting and exceeding sales quotas.* Excellent verbal and written communication skills.* Bachelor's degree in Business, Marketing, or a related field (or equivalent work experience).**We're Even More Excited If You Have:*** Experience selling finance/accounting software solutions and/or background in selling into the CFO's organization and Accounting/Finance departments.* Experience selling SaaS Software to Mid-Market organizations**Thrive at BlackLine Because You Are Joining:*** A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!* A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.* A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.**Salary Range:**$85,000.00-$100,000.00**Pay Transparency Statement:**Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete .**Accommodations:**BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete.