Channel Sales Representative

Work collaboratively with the District Manager, the CPM to contribute to the development, implementation, and achievement of assigned sales plans within the territory. The CPM will engage with end users, distributor sales leadership, and sales representatives. Provide timely weekly sales forecasts and market insights to the District Manager to ensure a comprehensive understanding of market dynamics and influences. Develop a strong understanding of the channel sales pipeline, manage it effectively, and use a systematic approach to translate pipeline activity into sales forecasts. Generate quarterly and monthly reports summarizing weekly data in a clear and professional format. Provide on-site sales coaching and support to distributor teams. Drive the transition of revenue from perpetual sales towards subscription models by actively managing the TPaaS solution pipeline. Serve as a key point of contact for major accounts. Promote customer retention by leading Annual Review Meetings with key accounts in each dealer territory. Support the development of dealer sales teams by participating in the interview process for salespeople, onboarding new hires, providing product introductions, and offering in-field sales coaching. Guide channel partners in developing an effective organizational design and structure to capitalize on market opportunities. Enable the dealer sales team to utilize regional Data Analytics to identify and pursue new sales opportunities. Ensure all dealers are involved in new product releases, including local strategy development, product introductions, and appropriate inventory management. Establish and track monthly dealer KPIs. Collaborate with product teams to contribute to roadmap prioritization. Maintain a professional company image at all times. Contribute to the creation of Sales and Marketing plans for each key account. Leverage both direct and indirect resources to ensure customer success and satisfaction. Acceleration of sales from perpetual licenses to TPaaS subscriptions. Improvement in dealer scoring as measured by the dealer scorecard. CPM accountability in ensuring dealers meet sales targets. Establish and achieve monthly KPI targets for channel partners. Ensure channel partners fulfill their quarterly SBR objectives. Requires demonstrated technical sales abilities in solution sales. Business, sales, and domain expertise in surveying, civil engineering, and/or construction is needed. Excellent written and verbal communication skills. Self-motivated with a strong sense of urgency and effective time management skills. Ability and willingness to travel +/- 65% for territory work and meetings. Knowledge of markets, industries, and customer/market segmentation. Proficient in using industry-standard business tools for effective pipeline management. Demonstrated technical proficiency, including the ability to conduct product/service demonstrations. Strong interpersonal and relationship-building skills. Organize and prioritize work effectively. Work both independently and collaboratively, managing multiple projects concurrently. Comprehensive understanding of small business drivers, dynamics, and growth challenges. Comprehensive understanding of the advanced technology distribution business. Strong analytical skills related to negotiations, market opportunities, competition, and service/support performance. BS degree in Construction, technical engineering, or business-related field, or equivalent experience