Channel Sales Manager - North America

Channel Sales Manager - North America


The Channel Sales Manager leads sales through Partners (VARs, SIs, and Distributors), including recruitment, contract execution, Partner enablement, and go-to-market initiatives with Onset's Channel Partners that result in incremental revenue streams. This individual evangelizes Onset's products, drives new sales, and develops joint marketing initiatives with Partners, and is also expected to develop highly productive reseller Partner relationships so that Partners become self-sufficient in marketing and selling our products. 

The Channel Sales Manager collaborates closely with Onset corporate and Channel Partner marketing teams to deliver high impact, measurable business results. The Channel Sales Manager collaborates with Channel Partners to ensure achievement of mutually agreed-to sales goals and “rationalizes” the North America channel by consistently re-balancing the indirect channel. This individual will have a significant opportunity to impact the growth, direction, and future of Onset’s business with a specific emphasis on driving go-to-market execution and reseller sales that are clearly measurable across North America.


  • Deliver agreed-to aggregate sales goals for the North America Channel and optimal sales performance for leading Partners – both in total contribution and strategic potential
  • Be a key contributor to defining and scaling the optimal Channel Partner program in North America; manage ongoing Channel rationalization
  • Provide overall relationship management and act as the central point of contact for all North America Channel Partners; regularly visit key North America Partners; coordinate and/or conduct sales training for Partner onboarding
  • Understand and effectively manage both Tier 1 and Tier 2 reseller North America Partner networks
  • Proactively develop a suite of marketing programs to increase Onset’s close rate within our Partners' sales force
  • Coordinate and drive marketing initiatives, go-to-market programs, and demand-generation activities, resulting in new reseller sales opportunities
  • Clearly differentiate and report out on transaction (run-rate) and project-based business opportunities; provide timely and ongoing deal support to help close new opportunities at identified resellers; manage sales opportunities with all designated Partners, providing accurate and updated sales funnel reports
  • Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
  • Develop and implement a territory plan that is consistent with Company growth strategy

The Ideal Candidate

  • Business Experience and Skills
    • Minimum 8 to 10 years successful experience as a multi-channel, multi-tier sales manager in a hardware (device oriented) technology business; average tenure of 3 to 5 years preferred
    • Proven track record of sustained, indirect channel sales growth at a CAGR of 5-10% within the North America market; responsibility for US and Canada sales experience strongly preferred
    • Experience with effectively managing and balancing a complex indirect channel with a mix of distributors, VARs, and system integrators
    • Competence in resolving and unleashing positive growth from the challenges of channel conflict
    • Proven ability to identify and progress and close large-scale opportunities with end-user customers and/or system integrators outside the Onset indirect channel, while effectively resolving any resulting channel conflict issues
  • Personal Skills
    • The ability to quickly build relationships, gain consensus, rapidly establish credibility, and gain confidence in person, online, and on the phone
    • Self-motivated, personable, and charismatic personality who can approach new contacts, make connections with ease, and use creativity to track down and secure new prospect meetings
    • Comfortable working independently, managing ambiguity, and able to work cross-functionally
    • Excellent communication, presentation, and listening skills in multiple languages
    • Proven ability to work in a remote environment via collaboration tools such as Microsoft Teams, Zoom, etc.
  • Education and Industry Experience
    • Bachelor’s degree, MBA, or other relevant higher degree a plus
    • Knowledge of the data logger industry in the water, indoor, and outdoor markets is a strong preference
    • Strong working knowledge of CRM tools; Salesforce experience preferred

Location & Travel

  • Travel to Channel Partner sites, customers, and events as required, approximately 50%
  • Remote (near a major US airport)


  •  Salary
  •  Commission (quarterly)

EEO/AA.  No calls please.  Position will be remote.

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