Channel Sales Manager – Nashville

December 9, 2020|

The Channel Sales Manager position is a true HUNTER role within Inova Payroll and will be responsible for identifying, sourcing, and closing good fit referral partners, onboarding and training those partners, and nurturing them to drive more leads for Inova’s sales team through the partner channel. This role is expected to research and source its own partner prospects but will also collaborate with sales and marketing to generate warm opportunities through those channels. Target channels include: accounting professionals, benefit brokers, technology providers, financial advisors, franchise organizations, HR consultants, associations, banks and more. This role will provide leadership and direction for channel partners and cross functional teams at Inova to ensure the proper resources and training are in place to uncover prospective partners and to maximize the number of referrals from established partners. The ideal candidate will be an experienced Partner Sales or Business Development person with experience in partner acquisition, management and development. This position is open to candidates residing within areas where our offices are located: Nashville, Knoxville, Chattanooga, Atlanta, Lancaster, PA; Miami, Dallas or Phoenix.

Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

  • Pro-actively develop and implement effective partner acquisition and engagement strategy
  • Research and target prospective high-value referral partners and manage the entire partner acquisition sales cycle
  • Partner with sales to provide materials and training to help uncover prospective partners and drive success with partners
  • Identify prospective partner needs and interests and effectively communicate benefits and opportunities available to meet needs and interests
  • Meet partner acquisition and referral quota
  • Onboard referral partners by training them on Inova’s value proposition and service offerings
  • Build trust, establish credibility, and hold partners accountable
  • Create marketing and training programs that allow partners to engage their network and refer more sales opportunities to Inova
  • Analyze sales and industry trends and make appropriate recommendations to ensure long-range planning needs are met
  • Maintain a reliable communication mechanism with sales, marketing, and operations departments to ensure efforts are in line with objectives
  • Maintain up to date Salesforce.com CRM database with activity and partner information
  • Attend and supporting trade shows and networking events
  • Potential for some travel to partner locations and conferences
  • Perform other work-related duties as assigned

Minimum Qualifications (Knowledge, Skills, and Abilities)

  • 5+ years’ experience in business development/relationship management
  • Bachelor’s degree required; business-related field of study preferred
  • Possess a strong “hunter” mindset and successful track record
  • Excellent oral and written communication skills
  • Excellent organizational, planning, and prioritization skills
  • Excellent interpersonal skills
  • Strong presentation skills and able to present in front of groups of people
  • Experience driving direction and alignment with cross functional teams
  • Proven track record with marketing programs that result in lead generation and revenue
  • Well-developed consulting skills, including ability to successfully manage partner expectations
  • Strong problem-solving skills, using analytical and consultative “partner-focused” approach
  • Proficient in Microsoft office products

Seniority Level

Associate

Industry

  • Human Resources
  • Accounting
  • Financial Services

Employment Type

Full-time

Interested candidates, please send resume or detailed work history along with compensation requirements to careers@inovapayroll.com.

 

Inova Payroll, Inc. provides equal employment and advancement opportunities for all employees regardless of a person’s race, color, religion, national origin, age, disability, military status, gender, sexual orientation, gender identity or expression.