Channel Sales Territory Manager

📋 Description

• • Own and grow ButterflyMX’s integrator and reseller partner network across the West Coast territory, driving revenue through channel sales motion rather than direct customer sales.
• • Execute the three core Channel Territory Manager motions: whale hunting (securing Tier 1 integrators not currently in the program), tier progression activation (moving partners from Bronze to Silver to Gold status), and commercial vertical development (expanding into office, retail, mixed-use, and boutique hospitality segments).
• • Identify and pursue high-potential integrators using project intelligence tools such as ConstructConnect, install history, and competitive displacement opportunities to target strategic accounts.
• • Lead partner onboarding, deal registration, co-sell support, and quarterly business reviews (QBRs) for all partner tiers (Bronze, Silver, Gold), ensuring clear alignment on unit economics, software margin trajectories, and pipeline growth.
• • Build joint business plans with Gold and Silver partners, aligning sales strategies and mutually defined goals to maximize recurring revenue and long-term partnership value.
• • Collaborate closely with internal Account Executives (AEs) on co-sell activities, rigorously honoring deal registration rules and maintaining accurate attribution in Salesforce to ensure proper credit and forecasting.
• • Travel approximately 50% of the time within the West Coast territory to visit partner offices, job sites, regional trade shows, and industry events to strengthen relationships and drive pipeline.
• • Maintain clean, accurate, and up-to-date partner records, pipeline forecasts, and sales data in Salesforce, delivering weekly pipeline briefs and quarterly territory scorecards to the Director of Channel Sales.
• • Engage with all levels of partner organizations — from owners and sales teams to CFOs and install technicians — speaking their language around P&L, truck rolls, RMR, labor margin, and install economics.
• • Prioritize margin and recurring revenue economics over product features when positioning ButterflyMX to partners, focusing on financial upside and operational efficiency.
• • Demonstrate disciplined CRM hygiene, including consistent logging of interactions, accurate forecasting, and adherence to sales processes while also identifying opportunities to innovate scalable partner engagement approaches.
• • Communicate effectively through polished verbal presentations and written correspondence, ensuring clarity and professionalism in all partner-facing interactions including emails, meetings, and presentations.
• • Operate independently with minimal supervision, balancing multiple priorities and consistently meeting quarterly revenue and partnership milestones.
• • Leverage data-driven insights to optimize partner performance, identify underperforming segments, and recommend strategic adjustments to drive territory growth.
• • Maintain full compliance with company processes while proactively proposing enhancements to channel programs based on field experience and partner feedback.
• • Represent ButterflyMX at industry events and trade shows to increase brand visibility and generate qualified partner leads across the West Coast.
• • Ensure all partner engagement activities align with ButterflyMX’s core values: delighting customers, taking ownership, collaboration, speaking up, thinking big and doing small, and tenacity.