Partnership Sales Channel Manager

Babel Street; Reston (VA); Hybrid; USD 130,000 - 200,000; Full time

Benefits offered by this job

Health Benefits

401(k) plan

Unlimited Flexible Leave

12 paid Federal Holidays

Tuition Reimbursement

Job summary

Babel Street is seeking an experienced Partnership Sales Channel Manager to join our growing team in Reston, VA. This individual contributor role owns channel partner onboarding, partner enablement via the Babel Street Partner Portal, and growing revenue through qualified partners alongside Babel Street sellers.

The ideal candidate thrives in a fast-paced environment, is highly organized, and can lead cross-functional initiatives with minimal supervision.

Qualifications

• Bachelor's degree or equivalent experience is required.
• 6+ years' experience in channel sales or channel partner management.
• Ability to thrive in a fast-paced environment with urgency and adaptability.
• Strong cross-functional relationship-building and communication skills.
• Excellent organizational skills and attention to detail.
• Experience with federal acquisitions landscape, cloud marketplaces, and USG contracts is a plus.
• Salesforce experience is highly desired.

Responsibilities

• Deliver high-quality channel partner deliverables and maintain records to accelerate sales.
• Manage day-to-day partner relationships and vendor coordination.
• Coordinate with Sales Operations to prepare partner deliverables and meet deadlines.
• Provide sales enablement assets for channel partners via the partner portal.
• Qualify and justify channel partner relationships in collaboration with the Account Executive.
• Track channel sales KPIs and prepare monthly sales reports for external vendors.
• Identify opportunities to improve channel sales processes.
• Participate in partner negotiations across pre, closing, and post-closing phases.

Skills

Partner onboarding

Channel sales

Sales enablement

Cross-functional relationships

Organizational skills

Communication

Hybrid work

Salesforce experience

Education

Bachelor's degree or equivalent experience

Tools

Salesforce CRM

Job description

Babel Street is the trusted technology partner for the world's most advanced identity intelligence and risk operations. We deliver advanced AI and data analytics solutions providing unmatched, analysis-ready data regardless of language, proactive risk identification, 360-degree insights, high-speed automation, and seamless integration into existing systems. Babel Street empower s government and commercial organizations to transform high-stakes identity and risk operations into a strategic advantage. The actionable insights we deliver safeguard lives and protect critical assets around the world. Babel Street is headquartered in Reston, Virginia, with regional offices in Boston, MA and Cleveland, OH, and international offices in Australia, Canada, Israel, Japan, and the U.K. For more information, visit www.babelstreet.com.

About the role

Babel Street is seeking an experienced and energetic Partnership Sales Channel Manager to join the Company's rapidly growing business. This individual contributor role owns several key areas of the Partnership Sales organization: managing channel partner onboarding, driving partner enablement through the Babel Street Partner Portal, and identifying growth opportunities through regular engagement with existing partners and qualification of new partners alongside Babel Street sellers. The Partnership Sales Channel Manager will take a lead role in creating and implementing an effective, efficient channel partner management and sales strategy, proactively engaging other Babel Street stakeholders to drive revenue through channel sales. This position requires a dynamic, detail-oriented, results-driven candidate able to work hands-on with a high degree of autonomy and superior multi-tasking abilities.

This position will report to the Vice President of Partnership Sales, will interface with both internal stakeholders and external partners and vendors, and will have a unique opportunity to join a well-established company focused on optimizing channel sales efficiency, growth, and scalability.

Responsibilities

• Deliver high-quality internal-facing and/or partner-facing deliverables in a timely fashion, maintain excellent records, and increase the productivity and effectiveness by accelerating the sales process.
• Manage the day-to-day, transactional relationship with all channel partners and a select number of vendors.
• Coordinate with Sales Operations and others when required to prepare channel partner deliverables, meet deadlines, and generally take responsibility for all things channel sales related.
• Provide sales enablement assets for channel partners to include management of the partnership portal materials and usage as a primary engagement platform for repeatable, high-quality interface with channel partners.
• Ensure adequate qualification and justification is performed and documented for all channel partner relationships, often times in coordination with a Babel Street Account Executive.
• Assist in the development of and perform the tracking of channel sales KPIs.
• On a monthly basis, coordinate with Sales Operations to deliver sales reporting to external vendors.
• Proactively identify opportunities for channel partner sales process improvement.
• Participate in discussions and negotiations with partners in the pre, closing, and post-closing phases where required.
• Independently solve procurement challenges within guidance parameters and general best practices.

Requirements

• Ability to thrive in a fast-paced environment (sense of urgency, adaptable, champion of change).
• Exceptional organizational skills and high degree of attention to detail.
• Advanced problem-solving skills.
• Intuitive ability to form strong cross-functional relationships both internally and externally.
• Strong inclination for organized record-keeping.
• Self-starter, results-oriented.
• Excellent communication skills, both verbal and written, with internal and external stakeholders.
• Adept at managing change to meet the demands of a robust and rapidly evolving competitive business environment.
• Capable of executing scalable processes but also adjusting to rapidly evolving, custom requirements.
• Current expertise in the fast-evolving federal acquisitions landscape, cloud marketplaces (e.g. AWS, GCP, MSFT), and USG contract vehicles.
• Commercial and international experience a plus but not required.
• Ability to work in a hybrid work schedule and be in Babel Street's Reston, VA office when required.
• Salesforce experience highly desired.

Education & Experience

• Bachelor's degree or equivalent experience.
• 6+ years' experience in channel sales or channel partner management.

Compensation

This position is eligible for a variable compensation plan. The expected On-Target Earnings (OTE) range for this role is $180,000 - $200,000, inclusive of base salary and target incentive compensation.

Benefits at Babel Street (just to name a few...)

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical, Dental, Vision, Life & Disability insurances - for you and your family!
• Retirement Plans:Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.

Babel Street is anequalopportunity/affirmative actionemployer. All qualified applicants will receive consideration for employmentwithout regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further,Babel Street will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co-worker,Pay Transparency Nondiscrimination.

In addition, Babel Street's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request, we will provide you with more information about such accommodations.

Range for this position based on qualifications and experience

$130,000—$150,000 USD