Senior Manager, National Channel Sales

Role Overview:

The Senior Manager, National Channel Sales, drives growth with key National Channel partners, including CDW, Staples “contract” and Office Depot (ODP) “contract”. This role translates strategic priorities into execution and ensures alignment across the broader channel organization. The Senior Manager defines regional sales strategies, manages headquarter relationships, and aligns resources to maximize customer engagement and drive revenue performance.

Duties & Responsibilities:

Channel Management

• • Develop and implement account growth plans in partnership with National Channel leaders, using structured account planning to align resources, commitments, and execution
  • Leverage and strengthen mid- to senior-level relationships with key decision makers to advance strategic agreements, create growth opportunities, and expand pipeline through field execution
  • Drive execution of core strategic initiatives to protect and grow the business, including supply protection and hardware expansion
  • Lead Business Reviews and strategic account planning sessions with National Channel partners and internal stakeholders, (Major Accounts, Product Marketing and Partner Experience), to align future priorities, measure progress and course correct as needed

 

Sales Strategy Development

• • Develop and execute territory sales strategies that align partner growth plans with corporate objectives and evolving market dynamics, adapting quickly to reduce business risk
  • Apply structured account planning frameworks to prioritize initiatives, set measurable goals, and guide channel sales managers in consistent execution
  • Allocate and direct internal resources and partner investments to the most critical priorities, ensuring marketing funds, people and programs are deployed effectively to maximize return on investment and accelerate growth
  • Execute account planning deliverables, coordinating with the Partner Experience team to create and deploy enablement tools and marketing resources that drive adoption, and measurable business impact
  • Drive new growth within assigned territories, by expanding pipelines through coordinated execution with channel partnerships
  • Continuously evaluate strategy effectiveness using dashboards and partner performance data at regular intervals to validate outcomes, maintain high partner satisfaction and adjust plans as needed

 

Talent Leadership & Development

• • Lead, coach, and develop channel sales managers to strengthen individual capabilities, ensure accountability for results and build a high-performing team
  • Foster a culture of continuous improvement by setting clear expectations and equipping the team with tools and resources to execute at a high level.
  • Enhance team effectiveness and adaptability by elevating business acumen and encouraging process improvements that prepare the team to thrive in an evolving marketplace
  • Empower channel managers with challenging assignments and ownership of key projects, building confidence, accountability, and growth within their roles

 

Reporting, Forecasting, and Administration

• • Own forecasting accuracy and administrative process oversight to ensure visibility, efficiency, and scalable execution across the channel
  • Oversee critical administrative processes driving process improvements and efficiencies to reduce errors and enable scalable execution across accounts

Experience & Qualifications:

Education

• • Bachelor's Degree in Business, Sales, Marketing or related field

 

Experience

• • 8+ years of experience spanning the following areas:
    • Experience in Sales, Marketing, or similar client- facing role
    • Experience managing sales accounts and driving sales results through account planning, partner collaboration and field execution.
    • Demonstrated ability to exceed sales targets in mixed channel and direct selling environments

 

Software/Technical Skills

• • knowledge of MS Office Suite (Outlook, PowerPoint, Excel, Word, Teams)
  • Knowledge of CRM software and sales management tools

 

Other Skills, Knowledge, & Abilities

• • Ability to maintain positive client relationships
  • Ability to manage multiple tasks at one time and consistent follow through
  • Excellent communication & presentation skills (verbal & written)
  • Ability to diagnose customer issues & problem-solve for solutions
  • Ability to effectively collaborate with internal and external teams
  • Ability to lead and coach a team

Additional Details for This Role:

This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote 

 

The defined sales territory for this role is the Eastern Region .

 

Travel is expected throughout the territory up to 50% of the time, or an average of 6-8 trips per quarter, dependent on business need.

 

 

Base Salary

• • The targeted base salary range for this position is $ 110,000 - $ 130,000 per year.
  • Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data.

Additional Compensation

• • This position is eligible for a 34 k sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
  • This position is also eligible for a 6.86%bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
  • Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect.
  • This position is also eligible for an auto allowance paid monthly in the first pay period of each month. This auto allowance may be used in the employee’s sole discretion but is intended toward maintenance of the employee’s own vehicle they’ll be using for business commuting. This is independent and in addition to the company’s Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.