Remote Channel Sales Enablement Manager

Lantronix, Inc.; Minnesota; Teletrabalho; USD 95 000 - 130 000; Tempo integral

Resumo da oferta

Lantronix, Inc. seeks a Channel Sales Manager located remotely in the USA to onboard and enable newly recruited VAR sales reps across three core product lines: NI, OOB, and IIoT.

You’ll drive early-stage opportunities, teach deal registration, and coach reps from awareness to closing, partnering with RSMs and the channel team. The role emphasizes structured onboarding, enablement, and activation, with a focus on building scalable partner pipelines, data hygiene, and timely progression toward

Qualificações

• Bachelor's degree in Business, Sales, Marketing, Technology, Engineering, or a related field; or an equivalent combination of education and relevant experience.
• Minimum of 3+ years, preferred 5+ years of experience in channel sales, partner management, business development, or a related sales role.
• Experience working with VARs, system integrators, distributors, or channel partner organizations preferred.
• Experience using CRM platforms such as Salesforce preferred.

Responsabilidades

• Own the onboarding journey for newly recruited VAR Partner Sales Reps from kickoff through their first qualified opportunity.
• Deliver structured welcome and orientation calls that introduce new reps to Lantronix's product lines, value proposition, and how to sell alongside their existing portfolio.
• Build individualized onboarding plans based on each rep's territory, vertical focus, and prior experience with adjacent technologies.
• Track onboarding milestones (training completion, certification, first registered deal, first closed deal) and proactively follow up to keep new reps moving.
• Teach new reps how to spot Lantronix-fit opportunities at their end customers - refresh cycles, EOL equipment, competitive displacement, and greenfield IoT/OOB use cases.
• Walk reps through positioning against incumbent console server, switching, and cellular gateway vendors, and how to handle common objections.
• Coach reps on qualification basics: use case, application, environment, quantity, timeline, budget, decision process, and competition.
• Coordinate access to enablement resources - sales engineering, LEVEL technical services, demo units, and evaluation samples - so new reps can bring in technical support when they need it.
• Host and follow up on enablement webinars and training sessions, ensuring new reps attend and retain key material.
• Proactively call new partner reps to surface early-stage opportunities and help them register their first deals.
• Walk reps through deal registration, quoting, and partner portal navigation until they can do it independently.
• Shadow or co-call on a new rep's early prospecting efforts, offering live coaching on positioning and discovery.
• Escalate qualified opportunities to the appropriate RSM with complete, documented context, and stay engaged until the rep has closed their first deal.
• Develop working knowledge across all three assigned product lines so you can teach it credibly to new reps: Out-of-Band Management, Network Infrastructure, IoT.

Conhecimentos

Channel sales

Partner management

Communication

Time management

Prioritization

Travel readiness

Formação académica

Bachelor's degree

Ferramentas

Salesforce

Descrição da oferta de emprego

Lantronix, Inc. seeks a Channel Sales Manager located remotely in the USA to onboard and enable newly recruited VAR sales reps across three core product lines: NI, OOB, and IIoT.

You’ll drive early-stage opportunities, teach deal registration, and coach reps from awareness to closing, partnering with RSMs and the channel team. The role emphasizes structured onboarding, enablement, and activation, with a focus on building scalable partner pipelines, data hygiene, and timely progression toward