Channel Sales Manager (SaaS)

We are IceWarp. A Czech company providing communication solutions to over 50 million users worldwide. Our products compete with Google and Microsoft and specialize in innovative technologies such as email, team chat, audio and video conferencing, calendar and contact synchronization, document sharing, and collaborative editing. All these features are available in a unified environment and can be used in major browsers, on desktops, and mobile platforms, both in the cloud and on-premises.

We are seeking a Channel Sales Manager to grow and enhance our channel sales initiatives, who will help us with building strong partnerships and with driving revenue through distributor and partner networks. The ideal candidate will have proven expertise in managing channel relationships, nurturing sales pipelines, and exceeding sales targets through indirect sales channels, bringing both strategic vision and hands-on execution skills within SaaS industry.

In this role, you will also engage directly with customers and potential customers to understand their needs, nurture relationships and close deals.

What You’ll Do:

Key responsibilities:

• Partner Development & Management: Establish and nurture relationships with distributors and channel partners across Europe to expand IceWarp’s market presence.

• Channel Strategy Execution: Collaborate with senior leadership to develop and execute strategic channel plans aimed at driving significant revenue growth.

• Pipeline Growth: Actively engage with partners to identify opportunities, provide support, and facilitate deals through the sales cycle using CRM (SFDC).

• Collaboration: Work closely with Marketing, Development, Support, and Customer Success teams to align strategies, messaging and ensure seamless onboarding and support for channel-generated customers.

• Sales Enablement: Train and empower partners with the knowledge and resources needed to effectively promote and sell IceWarp solutions.

• Reporting & Analytics: Regularly monitor, analyze, and report channel sales performance metrics to refine strategies and maximize sales effectiveness.

• Market Insight: Continuously gather feedback from partners and end-users to enhance our offerings and address market demands effectively.

Partner & Distributor Impact:

• Listening & Adaptation: Proactively collect partner feedback and swiftly address any barriers, ensuring robust partner satisfaction and success.

• Engagement & Promotion: Drive partner engagement through events, surveys, and active communication, ensuring continuous and vibrant channel activity.

What we offer:

• Collaboration with a Czech company whose product is used by over 50 million users worldwide, competing with Google and Microsoft.
• The opportunity to come up with new ideas and implement them immediately
• Long-term cooperation
• The chance to expand knowledge in various interesting areas
• 20 days of vacation
• 5 Personal days
• Hybrid/Remote model

What We’re Looking For (Qualifications):

• Experience: At least 3 years of combined experience in Channel and Direct Sales with a focus on the European market.
• Industry Knowledge: Experience selling B2B SaaS + solid understanding of technology solutions, especially cloud-based products.
• Language skills: Excellent communication skills in English + any other European language is a plus.
• Independence & Teamwork: Ability to effectively manage your tasks independently while working collaboratively with internal teams.
• Travel-Ready: Willingness to travel as needed.
• Analytical Mindset: Comfortable working with sales data, using Salesforce and deriving insights from metrics.
• Location: Ideally Prague (Hybrid model), however open to other Central European Countries as well (Remote)