AP Rochester
5 days ago Be among the first 25 applicants
This range is provided by AP Rochester. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.
Base pay range
$100.00/yr - $120.00/yr Additional compensation types
Commission Direct message the job poster from AP Rochester Connecting premier talent with exceptional companies
AP Professionals is looking for a dynamic, results-driven SaaS Value-Added Reseller (VAR) & Leveraged Distribution Channel Manager to drive growth through strategic partnerships for our client. This is a unique opportunity to lead partner programs, expand reach, and unlock new revenue opportunities in a fast-paced, high-growth environment. You will own and execute VAR and leveraged distributor programs, build strong, revenue-driving relationships with resellers and distributors, operationalize and scale enablement, GTM campaigns, and incentive programs, drive pipeline, bookings, and partner-influenced revenue and serve as a key liaison between partners and internal teams, resolving conflicts and ensuring alignment. Responsibilities
Design and manage partner programs with clear Rules of Engagement (ROE), deal registration, discounts/rebates, and incentive structures. Focus on direct VARs and leveraged distributor channels (excluding consultants or bootcamps). Identify, vet, contract, and ramp high-potential resellers. Lead and support existing international VAR channels: demo solutions, track pipelines, assign inbound leads, conduct training, and coordinate prospecting activities. Negotiate terms, define enablement plans, operationalize deployment, and manage execution. Build playbooks, demo assets, and potential certification paths. Train distributor partner managers and internal teams. Conduct partner and distributor Quarterly Business Reviews (QBRs). Drive partner-sourced and influenced pipeline. Build bottom-up forecasts by route (VAR vs. distributor) and top partners. Plan joint campaigns, webinars, and events with marketing support. Manage SPIFs/rebates with ROI tracking. Co-create bundled offers such as trials, proofs-of-concept, and pilots. Mediate conflicts between direct sales, VARs, and distributors quickly. Uphold ROE and registration SLAs. Orchestrate channel-led renewals, expansions, and cross-sells. Align credit, collections, and order-form flows with distributors. Manage distributor and reseller agreements, flow-down terms (e.g., data privacy), and brand usage with Legal, Marketing, and Finance teams. Experience
5+ years in channel sales, partner management, or distribution management. Experience in Intellectual Property or innovation-focused SaaS is a strong plus. Deep understanding of leveraged distribution models and indirect sales strategies. Proven ability to meet/exceed sales targets through channel partners. Excellent negotiation, relationship-building, and presentation skills. Strong analytical and forecasting abilities. Ability to travel to support partner relationships and events. US citizenship is required to comply with ITAR/Export Control regulations. Seniority Level
Mid-Senior level Employment Type
Full-time Job Function
Sales and Management Industries
Software Development Referrals increase your chances of interviewing at AP Rochester by 2x
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$100.00/yr - $120.00/yr Additional compensation types
Commission Direct message the job poster from AP Rochester Connecting premier talent with exceptional companies
AP Professionals is looking for a dynamic, results-driven SaaS Value-Added Reseller (VAR) & Leveraged Distribution Channel Manager to drive growth through strategic partnerships for our client. This is a unique opportunity to lead partner programs, expand reach, and unlock new revenue opportunities in a fast-paced, high-growth environment. You will own and execute VAR and leveraged distributor programs, build strong, revenue-driving relationships with resellers and distributors, operationalize and scale enablement, GTM campaigns, and incentive programs, drive pipeline, bookings, and partner-influenced revenue and serve as a key liaison between partners and internal teams, resolving conflicts and ensuring alignment. Responsibilities
Design and manage partner programs with clear Rules of Engagement (ROE), deal registration, discounts/rebates, and incentive structures. Focus on direct VARs and leveraged distributor channels (excluding consultants or bootcamps). Identify, vet, contract, and ramp high-potential resellers. Lead and support existing international VAR channels: demo solutions, track pipelines, assign inbound leads, conduct training, and coordinate prospecting activities. Negotiate terms, define enablement plans, operationalize deployment, and manage execution. Build playbooks, demo assets, and potential certification paths. Train distributor partner managers and internal teams. Conduct partner and distributor Quarterly Business Reviews (QBRs). Drive partner-sourced and influenced pipeline. Build bottom-up forecasts by route (VAR vs. distributor) and top partners. Plan joint campaigns, webinars, and events with marketing support. Manage SPIFs/rebates with ROI tracking. Co-create bundled offers such as trials, proofs-of-concept, and pilots. Mediate conflicts between direct sales, VARs, and distributors quickly. Uphold ROE and registration SLAs. Orchestrate channel-led renewals, expansions, and cross-sells. Align credit, collections, and order-form flows with distributors. Manage distributor and reseller agreements, flow-down terms (e.g., data privacy), and brand usage with Legal, Marketing, and Finance teams. Experience
5+ years in channel sales, partner management, or distribution management. Experience in Intellectual Property or innovation-focused SaaS is a strong plus. Deep understanding of leveraged distribution models and indirect sales strategies. Proven ability to meet/exceed sales targets through channel partners. Excellent negotiation, relationship-building, and presentation skills. Strong analytical and forecasting abilities. Ability to travel to support partner relationships and events. US citizenship is required to comply with ITAR/Export Control regulations. Seniority Level
Mid-Senior level Employment Type
Full-time Job Function
Sales and Management Industries
Software Development Referrals increase your chances of interviewing at AP Rochester by 2x
#J-18808-Ljbffr