Remote NA VAR & Channel Growth Lead

Kinaxis; Boston (MA); Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Flexible vacation and Kinaxis Days (公司

Job summary

Kinaxis is seeking a Sr. VAR Manager to drive the growth and performance of its VAR business across North America.

This leader will recruit, develop, and manage a portfolio of resellers that expands market coverage, accelerates customer acquisition, and delivers subscription revenue growth. With a primary focus on the mid-market, the role requires a commercially driven leader who can build partner businesses, drive sales execution, and hold partners accountable for measurable results.

Qualifications

• A minimum of 8 years leading VAR, channel sales, or partner businesses within enterprise SaaS.
• Experience owning revenue targets and delivering growth through indirect sales channels.
• Proven ability to scale productive reseller relationships across North America.
• Strong understanding of mid-market buying behavior and repeatable sales execution.
• Experience developing joint business plans, managing pipeline and forecasts, and driving partner accountability.
• Ability to influence senior partner executives and collaborate across sales, marketing, services, product, and customer success.
• Strong commercial judgment, negotiation skills, and executive communication capabilities.
• Experience in supply chain planning, ERP, manufacturing, or related enterprise applications preferred.

Responsibilities

• Own an assigned North American territory VAR business plan, including subscription sales targets, pipeline creation, new customer acquisition, and partner productivity.
• Help identify priority industries, territories, and market segments to expand Kinaxis’ reach and address coverage gaps.
• Execute a volume and velocity sales approach focused on generating more qualified opportunities, improving conversion, and shortening sales cycles.
• Help identify regional investment priorities and resources to support scalable, profitable growth.
• Self reliance on continuous prospecting, opportunity identification, and driving expansion opportunities within the VAR install base.
• Help identify and recruit VARs with strong industry expertise, established customer relationships, and proven enterprise software sales capabilities.
• Assist in the development of joint business plans with clear revenue commitments, pipeline targets, staffing requirements, and enablement milestones.
• Build executive relationships that establish Kinaxis as a strategic growth priority within each partner’s business.
• Lead regular partner pipeline reviews, forecasting, deal strategy sessions, and quarterly business reviews.
• Support partners through qualification, discovery, business case development, competitive positioning, negotiation, and close.
• Maintain accurate forecasts and visibility into opportunity health, sales activity, and partner commitments.
• Coordinate with regional sales leaders to align account coverage, support joint pursuits, and resolve channel conflicts.
• Work with enablement, solution consulting, marketing, and services teams to build partner selling and delivery capabilities.
• Partner with marketing to execute targeted campaigns and demand generation programs that produce qualified opportunities.
• Collaborate with customer success and services teams to support implementation readiness, customer adoption, renewals, and expansion.

Skills

VAR leadership

Channel sales

Partner business growth

North America experience

Joint business planning

Executive influence

Forecasting & pipelines

Travel readiness

Job description

Kinaxis is seeking a Sr. VAR Manager to drive the growth and performance of its VAR business across North America.

This leader will recruit, develop, and manage a portfolio of resellers that expands market coverage, accelerates customer acquisition, and delivers subscription revenue growth. With a primary focus on the mid-market, the role requires a commercially driven leader who can build partner businesses, drive sales execution, and hold partners accountable for measurable results.