Senior Channel Development Manager (Oracle NetSuite, Acumatica & Sage 100)

CIMcloud; South Carolina; Remote; USD 130,000 - 180,000; Full time

Benefits offered by this job

401(k) matching

Medical, dental, vision

PTO

Job summary

CIMcloud is a remote-friendly SaaS company seeking a senior Channel Development Manager to lead partner-sourced revenue across Oracle NetSuite, Acumatica, and Sage 100 ecosystems in North America. You will recruit, onboard, and enable strategic partners, build executive relationships, and drive joint go-to-market plans with resellers, ISVs, and software publishers.

You will personally own pipeline, close high-value deals, and scale through channel programs while collaborating with Product

Qualifications

• 8+ years of B2B SaaS sales experience with channel or partner revenue.
• Established senior-level Oracle NetSuite, Acumatica, and Sage 100 ecosystem relationships.
• Proven ability to carry and attain an individual number as a producing contributor.
• Experience building a partner channel from an early stage rather than inheriting a mature one.
• Experience running both one-to-many partner programs and a one-to-one cadence.
• Track record of influencing partner program design, including tiering, deal registration, or incentive structure.
• Evidence of developing other channel sellers, whether or not you have formally managed anyone.
• Experience selling into or through manufacturing and distribution industries.

Responsibilities

• Recruit and onboard resellers, ISVs, and software publishers that fit our ICP.
• Build executive-level relationships across the partner ecosystem, including principals and sales leadership.
• Develop Oracle NetSuite, Acumatica, and Sage 100 field and alliance relationships with referrals.
• Develop joint value propositions and go-to-market plans with priority partners.
• Identify and act on inactive or misaligned partnerships.
• Personally source, develop, and advance channel-sourced new logo deals.
• Drive a consistent flow of new partner-generated leads.
• Book qualified meetings for Account Executives and ensure smooth handoffs.
• Co-sell through discovery, demos, proposals, and negotiations with partners.
• Lead the most complex and high-value partner-sourced deals.
• Represent CIMcloud credibly to partner sellers and end customers, including ERP discussions.
• Manage deal registration and partner attribution for accurate credit.

Skills

B2B SaaS sales

Channel sales

Executive engagement

CRM proficiency

Communication

Coachable

Integrity

Education

Bachelor's degree

Tools

CRM systems

Job description

CIMcloud is a rapidly growing SaaS company offering a B2B-first ecommerce platform (with native ERP integration) to small-to-mid-sized manufacturers and distributors. We are looking for a proven channel producer that kicks ass at building and personally driving partner-sourced new customer acquisition inside the Oracle NetSuite, Acumatica, and Sage 100 ecosystems. This is a senior, quota-carrying, individual-contributor seat that owns the most strategic relationships in those ecosystems (national and multi-region resellers, ISVs, and software publishers), and as we add Channel Development Managers, it is the seat that grows into leading them.

Overview

CIMcloud is a rapidly growing SaaS company offering a B2B-first ecommerce platform (with native ERP integration) to small-to-mid-sized manufacturers and distributors. We are looking for a proven channel producer that kicks ass at building and personally driving partner-sourced new customer acquisition inside the Oracle NetSuite, Acumatica, and Sage 100 ecosystems. This is a senior, quota-carrying, individual-contributor seat that owns the most strategic relationships in those ecosystems (national and multi-region resellers, ISVs, and software publishers), and as we add Channel Development Managers, it is the seat that grows into leading them.

Our Vision & The Reason You Should Apply

We’ve always had a killer product with happy customers, and landed on the Inc 5000 list for 7 consecutive years. We were also driving the business off the cliff, because we couldn’t scale with demand or finance the growth.

About 7 years ago we cut our target market by 80% and cleaned up the business and product. We implemented Traction / EOS, documented our platform and ERP integration, and created the 3PS Framework (a B2B-Ecommerce Playbook). We transformed from an expensive “consulting-ware model” to a clean, self-service SaaS model, grew recurring revenue from 29% to 80% of total revenue, and became a strong, cash-flow positive SaaS company, all while selling into a shrinking “headwind” market of legacy, on-premise ERP users.

We’re not perfect, but we are on a mission: to dominate the B2B-first, ERP-integrated Ecommerce market in North America. We expanded into a “tailwind” ERP market (Acumatica) and are adding more (NetSuite and Microsoft Dynamics), massively expanding our TAM. We have a defined partner program. Now we need someone who knows the Oracle NetSuite, Acumatica, and Sage 100 markets well enough to shorten the build by a year and capture that TAM by 1) harvesting our classic market (Sage ERP users), 2) conquering new markets (Acumatica, NetSuite, Infor, SAP, Epicor, and Microsoft Dynamics), and 3) scorching the ground behind us so competitors feed off the scraps.

Reasons You Should NOT Apply

• You don’t have established, senior-level Oracle NetSuite, Acumatica, and/or Sage 100 ecosystem relationships you can activate on day one
• You haven’t carried and attained an individual number with channel or partner-sourced revenue
• You don’t have experience selling into or through SMB customers like ours (manufacturers and distributors)
• You haven’t built a partner channel from an early stage and only know how to inherit a mature one
• You expect a long runway or partners and pipeline handed to you
• You wait for referrals instead of working partner pipelines directly
• You don’t grade yourself against proven channel metrics (channel-sourced New Logo ARR, partner-sourced leads, partner productivity)
• You’re looking for a job where you can hide in remote work and deliver mediocrity
• You keep inactive or misaligned partnerships because of relationship history
• You think channel success is an art, not a science, and a repeatable partner playbook isn’t needed
• You’re not willing to bring newer Channel Development Managers into your programs so they learn by doing
• You don’t consistently demonstrate CIMcloud’s 5 core values: Grit, Team Player, Accountable, Win-Win, and Student
  

Key Responsibilities

Strategic Partner Development & Recruitment

• Recruit and onboard resellers, ISVs, and software publishers that fit our ICP, prioritizing firms with the most reach.
• Build executive-level relationships across the partner ecosystem, including principals and sales leadership.
• Develop Oracle NetSuite, Acumatica, and Sage 100 field and alliance relationships where referrals originate.
• Develop joint value propositions and go-to-market plans with priority partners.
• Identify and act on inactive or misaligned partnerships.

Partner-Sourced Pipeline Generation

• Personally source, develop, and advance channel-sourced new logo deals.
• Drive a consistent flow of new partner-generated leads.
• Book qualified meetings for Account Executives, brief them on partner context, and confirm the handoff.

Co-Selling Execution

• Co-sell through discovery, demos, proposals, and negotiations alongside partners.
• Lead the most complex and highest-value partner-sourced deals.
• Represent CIMcloud credibly to partner sellers and end customers, including technical ERP-integration conversations.
• Manage deal registration and partner-attribution so credit and reporting stay accurate.

Through Channel Programs & Events (One-to-Many)

• Plan and execute one-to-many partner programs: lunch and learns, VAR sales team webinars, partner sales kickoffs, and joint customer-facing events.
• Own the Through Channel calendar for your ecosystems, with a pipeline goal attached to every program.
• Work with Product and Digital Marketing on content, invitations, registration, and follow-up.
• Represent CIMcloud at ecosystem conferences and user groups, with pre-event targeting and follow-up.
• Measure attendance, engagement, and resulting pipeline, and retire formats that don’t produce.

To Channel Engagement (One-to-One)

• Maintain a recurring one-to-one cadence with ecosystem principals, sales leaders, and partner reps.
• Use check-ins to review active opportunities, agree next steps, and keep CIMcloud front of mind with referrers.
• Map each partner organization so coverage reaches the reps who touch customers.
• Log every To Channel meeting and next step in the CRM.

Partner Enablement & Program Design

• Enable partners to position CIMcloud, qualify prospects, and recognize referral triggers on their own.
• Work with Product Marketing on partner-facing positioning and collateral.
• Propose and refine the channel playbook: partner tiers, enablement paths, deal registration, incentives, and campaign templates.
• Recommend where to invest and where to withdraw based on ecosystem economics rather than relationship history.
• Monitor ecosystem developments, including platform roadmaps, partner program changes, and competitive ISV activity.

Developing the Channel Team

• Set the standard for how partner relationships are worked and share what is producing with other Channel Development Managers.
• Bring newer Channel Development Managers into partner programs and events so they learn by doing.
• Build toward leading the channel team as the organization adds seats.
  

CRM & Program Discipline

• Use the CRM for partner records, pipeline management, forecasting, and activity tracking.
• Maintain accurate sourcing and attribution data.
• Feed partner and customer objections and competitive intelligence back to Product Marketing.
  

Success Metrics

• Attain monthly, quarterly, and annual channel-sourced New Logo ARR targets at a quota above the Channel Development Manager level.
• Generate a growing number of partner-sourced leads and opportunities.
• Recruit and maintain productive Oracle NetSuite, Acumatica, and Sage 100 partners.
• Book qualified meetings for Account Executives from partner-sourced demand.
• Deliver Through Channel programs, measured by partner attendance and resulting pipeline.
• Maintain the To Channel cadence of recurring one-to-one coverage of named partner contacts.
• Ramp production month over month against an agreed plan.
  

Qualifications & Experience

• 8+ years of B2B SaaS sales experience, with substantial time carrying channel or partner-sourced revenue.
• Established senior-level Oracle NetSuite, Acumatica, and Sage 100 ecosystem relationships.
• Proven ability to carry and attain an individual number as a producing contributor.
• Experience building a partner channel from an early stage rather than inheriting a mature one.
• Experience running both one-to-many partner programs and a one-to-one cadence.
• Track record of influencing partner program design, including tiering, deal registration, or incentive structure.
• Evidence of developing other channel sellers, whether or not you have formally managed anyone.
• Experience selling into or through the manufacturing and distribution industry preferred.
• Solution-selling mindset with enough technical fluency to hold ERP-integration conversations.
• Excellent written and verbal communication; confident engaging executives.
• Proficiency using CRM for pipeline management, forecasting, and activity tracking.
• Highest levels of personal integrity.
• Coachable and committed to ongoing skill development.
• Bachelor’s degree from a four-year college.
  

Job Location

We are a remote company. While you can work from anywhere in the US, our strong preference is candidates in SC and NC. We will prioritize candidates in both states.

Travel

Occasional travel in the US (very rarely CAN) for partner events, ecosystem conferences, user groups, and planning meetings.

Compensation

This is a 60/40 role with on-target earnings of $130,000 to $180,000, approximately 60 percent base salary and 40 percent performance-based commission tied to channel-sourced qualified leads that convert to new logo ARR against target. We offer employer-assisted medical, dental, and vision, 401(k) with match, and PTO.

Quota is a channel-sourced revenue target at four to five times OTE, standard for SaaS partner roles at this deal size. Commission pays quarterly on a curve that accelerates between 70 and 100 percent of target. The OTE above is what the plan pays at 100 percent attainment, not a ceiling.

First-year contract value generally runs $25,000 to $50,000, split between a monthly subscription and a fixed-price implementation. It’s a considered sale with a real technical evaluation. Not transactional, not enterprise.

About CIMcloud

CIMcloud is a profitable, debt‑free, growing 50+ person SaaS company with customers throughout the US and Canada. We are located in Greenville, SC. We offer a young and energetic work environment and significant upside potential for individuals with ambitions to develop a career.