Solü Technology Partners
SaaS Value Added Reseller & Leveraged Distribution Channel Manager
Solü Technology Partners, New York, New York, us, 10261
SaaS Value Added Reseller & Leveraged Distribution Channel Manager
Get AI-powered advice on this job and more exclusive features. This role is provided by Solü Technology Partners. Your actual pay will be based on your skills and experience – talk with your recruiter to learn more. Base pay range
$120,000.00/yr - $150,000.00/yr Additional compensation types
Commission About Solü Technology Partners
We’re looking for a dynamic, results-driven Saas Value Added Reseller (“VAR”) and Leveraged Distribution Channel Manager to accelerate our growth through strategic partnerships. In this role, you’ll be the driving force behind expanding our reach, building strong relationships with distribution partners, and unlocking new revenue opportunities. If you thrive at the intersection of sales, strategy, and relationship management, this is your chance to make a measurable impact in a fast‑paced, high‑growth environment. If you want to be an important member of a growing, global solutions provider, we want you on our team. This is a rewarding and unique work environment with tremendous growth potential! Responsibilities
Program ownership: Design and run a partner program with clear ROE, deal registration, discounts/rebates, and incentives across direct VARs and leveraged distributor channels. Recruit & onboard: Source, vet, contract, and ramp high‑potential resellers into high‑earning partners. Engage and lead the existing international reseller channel (VAR): Demonstrate IP.com solutions on behalf of resellers, track the pipeline of opportunities, assign inbound leads, conduct training, and coordinate prospecting activity to obtain new clients. Leveraged distributors: Negotiate terms, define enablement plans and market coverage, and operationalize deployment and execution processes between IP.com and distributor. Enablement at scale: Build playbooks, demo assets, potential certification paths; train distributor partner managers and inside teams to recruit/activate resellers with support from IP.com resources; run partner and distributor Quarterly Business Reviews. Pipeline & forecast: Drive partner‑sourced and influenced pipeline; build a bottom‑up forecast by route (VAR vs. distributor) and by top partners. Go To Market (GTM) (through‑partner): Plan joint campaigns, webinars, and events with marketing support; manage SPIFs/rebates with ROI tracking; co‑create packaged offers/bundles (e.g., trials, proof‑of‑concepts, pilots). Conflict resolution: Mediate direct/VAR/distributor conflicts quickly; uphold ROE and registration Service Level Agreements. Renewals & upsell/cross‑sell: Orchestrate channel‑led renewals, expansions, and cross‑sell; align credit/collections/order‑form flow with distributors. Compliance & contracts: Drive distributor and reseller agreements, flow‑down terms (e.g., data privacy), and brand usage with Legal, Marketing, and Finance. Qualifications
6–10+ years in B2B SaaS channel management with VAR and leveraged distribution models; track record building and scaling programs. Proven quota ownership for partner‑sourced bookings, annual recurring revenue, and influenced revenue across VAR and distributor routes. Hands‑on with partner marketing; able to operationalize at scale via distributors. Strong negotiation of margins, price protections, and special campaign program terms. History running executive Quarterly Business Reviews and joint business plans with top distributors and VARs. 5 years+ of experience in channel sales, partner management, or distribution management. Experience in the Intellectual Property or Innovation space is a strong asset. Strong understanding of leveraged distribution models and indirect sales strategies. Proven success in meeting or exceeding sales targets through channel partners. Excellent negotiation, relationship‑building, and presentation skills. Strong analytical and forecasting abilities. Ability to travel as needed to support partner relationships and events. Incumbent must be compliant with ITAR/Export Control regulations, which can be demonstrated by US citizenship. Operational discipline: Forecasting by route/partner, pipeline hygiene, claims and rebate processing. Partner enablement: Scalable trainings, through‑partner marketing content enablement and deployment. GTM savvy: Through‑partner campaigns, events, and marketplace offer packaging. Diplomacy & ROE discipline: Keeps relationships aligned and productive. Tools & Systems
CRM: Salesforce and MEDDIC. Marketing Tools: Account Engagement/Pardot for through‑partner campaigns. Business Intelligence: Scorecards and reports on VARs and distributor performance. Finance/Billing: DocuSign; order form and invoicing flows. Key Performance Indicators (by channel)
Partner‑sourced ARR/bookings, partner‑influenced pipeline, win rate, time‑to‑first‑deal, NRR/renewal rate, attach rates, marketing spend ROI. Number of VARs, productivity/VAR, SLAs met. % of bookings through distributor route and growth QoQ. Domain knowledge (SaaS/channel specifics). Seniority Level
Not Applicable Employment Type
Full‑time Job Function
Business Development and Sales Referrals increase your chances of interviewing at Solü Technology Partners by 2x. Get notified about new Distribution Channel Manager jobs in
New York, NY .
#J-18808-Ljbffr
Get AI-powered advice on this job and more exclusive features. This role is provided by Solü Technology Partners. Your actual pay will be based on your skills and experience – talk with your recruiter to learn more. Base pay range
$120,000.00/yr - $150,000.00/yr Additional compensation types
Commission About Solü Technology Partners
We’re looking for a dynamic, results-driven Saas Value Added Reseller (“VAR”) and Leveraged Distribution Channel Manager to accelerate our growth through strategic partnerships. In this role, you’ll be the driving force behind expanding our reach, building strong relationships with distribution partners, and unlocking new revenue opportunities. If you thrive at the intersection of sales, strategy, and relationship management, this is your chance to make a measurable impact in a fast‑paced, high‑growth environment. If you want to be an important member of a growing, global solutions provider, we want you on our team. This is a rewarding and unique work environment with tremendous growth potential! Responsibilities
Program ownership: Design and run a partner program with clear ROE, deal registration, discounts/rebates, and incentives across direct VARs and leveraged distributor channels. Recruit & onboard: Source, vet, contract, and ramp high‑potential resellers into high‑earning partners. Engage and lead the existing international reseller channel (VAR): Demonstrate IP.com solutions on behalf of resellers, track the pipeline of opportunities, assign inbound leads, conduct training, and coordinate prospecting activity to obtain new clients. Leveraged distributors: Negotiate terms, define enablement plans and market coverage, and operationalize deployment and execution processes between IP.com and distributor. Enablement at scale: Build playbooks, demo assets, potential certification paths; train distributor partner managers and inside teams to recruit/activate resellers with support from IP.com resources; run partner and distributor Quarterly Business Reviews. Pipeline & forecast: Drive partner‑sourced and influenced pipeline; build a bottom‑up forecast by route (VAR vs. distributor) and by top partners. Go To Market (GTM) (through‑partner): Plan joint campaigns, webinars, and events with marketing support; manage SPIFs/rebates with ROI tracking; co‑create packaged offers/bundles (e.g., trials, proof‑of‑concepts, pilots). Conflict resolution: Mediate direct/VAR/distributor conflicts quickly; uphold ROE and registration Service Level Agreements. Renewals & upsell/cross‑sell: Orchestrate channel‑led renewals, expansions, and cross‑sell; align credit/collections/order‑form flow with distributors. Compliance & contracts: Drive distributor and reseller agreements, flow‑down terms (e.g., data privacy), and brand usage with Legal, Marketing, and Finance. Qualifications
6–10+ years in B2B SaaS channel management with VAR and leveraged distribution models; track record building and scaling programs. Proven quota ownership for partner‑sourced bookings, annual recurring revenue, and influenced revenue across VAR and distributor routes. Hands‑on with partner marketing; able to operationalize at scale via distributors. Strong negotiation of margins, price protections, and special campaign program terms. History running executive Quarterly Business Reviews and joint business plans with top distributors and VARs. 5 years+ of experience in channel sales, partner management, or distribution management. Experience in the Intellectual Property or Innovation space is a strong asset. Strong understanding of leveraged distribution models and indirect sales strategies. Proven success in meeting or exceeding sales targets through channel partners. Excellent negotiation, relationship‑building, and presentation skills. Strong analytical and forecasting abilities. Ability to travel as needed to support partner relationships and events. Incumbent must be compliant with ITAR/Export Control regulations, which can be demonstrated by US citizenship. Operational discipline: Forecasting by route/partner, pipeline hygiene, claims and rebate processing. Partner enablement: Scalable trainings, through‑partner marketing content enablement and deployment. GTM savvy: Through‑partner campaigns, events, and marketplace offer packaging. Diplomacy & ROE discipline: Keeps relationships aligned and productive. Tools & Systems
CRM: Salesforce and MEDDIC. Marketing Tools: Account Engagement/Pardot for through‑partner campaigns. Business Intelligence: Scorecards and reports on VARs and distributor performance. Finance/Billing: DocuSign; order form and invoicing flows. Key Performance Indicators (by channel)
Partner‑sourced ARR/bookings, partner‑influenced pipeline, win rate, time‑to‑first‑deal, NRR/renewal rate, attach rates, marketing spend ROI. Number of VARs, productivity/VAR, SLAs met. % of bookings through distributor route and growth QoQ. Domain knowledge (SaaS/channel specifics). Seniority Level
Not Applicable Employment Type
Full‑time Job Function
Business Development and Sales Referrals increase your chances of interviewing at Solü Technology Partners by 2x. Get notified about new Distribution Channel Manager jobs in
New York, NY .
#J-18808-Ljbffr