Channel Sales Manager

📋 Description

• • Bigeye is at the forefront of the Enterprise AI Trust Platform revolution, offering a comprehensive, unified solution designed to empower organizations in ensuring the accuracy, reliability, and trustworthiness of the data that fuels their critical operations. Our platform is built upon the robust foundations of lineage-enabled data observability and quality, providing unparalleled visibility across the intricate landscape of modern enterprise data environments. We are seeking a dynamic and results-oriented Channel Sales Manager to spearhead the expansion and scaling of Bigeye's channel and reseller sales motion across North America. This is a pivotal, quota-carrying role, demanding a strategic approach to recruiting, enabling, and driving significant revenue growth through a network of Value-Added Resellers (VARs), specialized consulting firms, and cloud-aligned partners.
• • In this role, you will be instrumental in shaping and executing our channel strategy, with a primary focus on our core product suite, which includes advanced Metadata Management, Automated Data Lineage, comprehensive Data Observability, robust Quality assurance, Sensitive Data Scanning for risk reduction, and cutting-edge AI Trust & Governance Solutions. Your mission will be to cultivate a thriving ecosystem of partners who can effectively position and resell Bigeye's innovative solutions to their existing customer base and new prospects.
• • Key Responsibilities will encompass the full spectrum of channel management. You will be responsible for defining and executing a clear reseller strategy, meticulously focusing on our Metadata Platform and Automated Data Lineage capabilities. This involves the proactive recruitment and seamless onboarding of high-impact VARs, establishing structured partner tiers with attractive incentive programs, and implementing robust deal registration processes and clear rules of engagement to ensure smooth collaboration and mutual success.
• • A significant aspect of your role will be to directly drive indirect revenue and pipeline generation. You will own ambitious partner-sourced and partner-influenced revenue targets, alongside managing critical quarterly partner pipeline goals. A core function will be to enable our partners, equipping them with the knowledge and tools necessary to effectively position and resell Bigeye's comprehensive product suite. This includes developing strategic joint account plans to facilitate deep enterprise penetration and collaborative selling efforts.
• • Furthermore, you will be dedicated to reseller enablement and sales readiness. This involves delivering impactful product and value-based sales training, providing essential resources such as demo scripts, competitive messaging frameworks, and comprehensive sales toolkits. You will also be responsible for hosting ongoing enablement sessions and facilitating collaborative resell co-sell workshops to ensure partners are always up-to-date and confident in their ability to represent Bigeye.
• • Co-Sell Execution and Field Alignment are crucial. You will work in close collaboration with our Enterprise and Channel Account Executives (AEs) to identify and capitalize on joint opportunities. Driving coordinated account planning for complex, multi-stakeholder deals will be a key focus. You will also provide essential support for partner-led negotiations and executive engagements, ensuring a unified front and maximizing deal success.
• • Channel Performance and Operations will be under your purview. You will establish key performance indicators (KPIs) and develop comprehensive partner performance dashboards to track progress and identify areas for improvement. Conducting regular Quarterly Business Reviews (QBRs) with partners will be essential for strategic alignment and performance management. You will actively identify expansion opportunities within existing partner reseller accounts and continuously refine incentives and enablement programs to optimize partner performance and drive sustained growth.
• • Success in your first 12 months will be measured by your ability to significantly expand revenue from initial reseller partners while actively recruiting additional high-caliber partners to meet and exceed your annual reseller quota. Launching a formalized reseller program with clearly defined tiers and compelling incentives will be a major milestone. You will be expected to deliver consistent partner-sourced pipeline and revenue growth, implement repeatable enablement and co-sell playbooks, and establish a predictable quarterly partner performance cadence that fosters trust and drives predictable outcomes for Bigeye and its partners.