Job Description: Field Partner Manager – Partner Channel
Job Summary
The Field Partner Manager – Partner Channel is responsible for managing and developing the company's partner network in an assigned territory. The role focuses on partner acquisition, relationship management, business growth, field activation, sales performance, and ensuring that partners effectively generate and convert business opportunities.
Key Responsibilities
- Manage and develop relationships with existing channel partners in the assigned territory.
- Identify, recruit, onboard, and activate new partners to expand market coverage.
- Drive sales and revenue through the partner channel and achieve assigned business targets.
- Conduct regular field visits to partners and their customer locations.
- Generate business opportunities through partner networks and local market activities.
- Train and coach partners on products, sales processes, systems, and promotional programs.
- Track partner performance, productivity, lead generation, and conversion rates.
- Develop joint business plans and sales strategies with key partners.
- Ensure timely follow-up on leads and opportunities generated through partners.
- Coordinate with internal sales, operations, marketing, and customer-service teams to resolve partner issues.
- Conduct partner meetings, product demonstrations, sales campaigns, and local promotional activities.
- Monitor competitor activities, market trends, pricing, and customer requirements in the territory.
- Maintain accurate records of partner activities, sales pipelines, and market visits.
- Ensure compliance with company policies, processes, and channel guidelines.
- Prepare regular reports on sales performance, partner productivity, pipeline, and market development.
Key Performance Indicators (KPIs)
- Partner-channel revenue and sales target achievement
- New partner acquisition and activation
- Partner productivity and business contribution
- Lead generation and conversion
- Customer acquisition through partners
- Partner retention and engagement
- Field-visit and market-activation performance
- Sales pipeline development
Required Qualifications
- Bachelor's degree in Business Administration, Marketing, Commerce, or a related field.
- 2–5 years of experience in channel sales, field sales, business development, partner management, or a similar role.
- Experience in managing distributors, dealers, agents, retailers, franchisees, or other channel partners is preferred.
- Good understanding of territory management and local-market development.
- Willingness to travel extensively within the assigned territory.
Required Skills
- Partner relationship management
- Field sales and business development
- Negotiation and communication
- Lead generation and conversion
- Sales planning and target management
- Market analysis
- Presentation and training skills
- CRM/reporting skills
- Problem-solving and coordination
- Ability to work independently and meet targets
