Channel Sales Manager

Position Description:

The Channel Sales Manager is responsible for driving revenue growth through strategic channel partners, including resellers, distributors, ISVs, referral partners, and technology alliances. This role owns partner recruitment, enablement, pipeline development, and sales execution across the entire PAR product portfolio.

The ideal candidate has experience building partner relationships, executing joint go-to-market strategies, and consistently exceeding sales goals within restaurant technology, SaaS, payments, or enterprise hardware.

What We’re Looking For:

• Proven experience in channel sales, partner management, or business development within restaurant technology, SaaS, payments, or enterprise hardware

• Demonstrated success building and growing partner relationships that drive measurable revenue growth

• Experience designing and executing joint go-to-market strategies with resellers, distributors, ISVs, or technology alliances

• Track record of consistently meeting or exceeding sales targets and quotas

Additional skills:

• Strong communication, negotiation, and relationship-building skills

• Proficiency with Salesforce or similar CRM platforms for pipeline management and forecasting

• Ability to deliver compelling product demonstrations and sales training to partners

• Comfortable managing multiple partner relationships and competing priorities simultaneously

Unleash your potential: What you will be doing and owning:

Partner Growth

• Recruit, onboard, and develop new channel partners.

• Manage an assigned portfolio of existing partners.

• Create joint business plans to increase revenue.

• Conduct regular partner business reviews.

• Identify expansion opportunities within existing partner accounts.

Sales Execution

Sell the complete PAR product portfolio, including:

• PAR POS

• Drive-Thru Hardware

• PAR Clear

• Back Office

• PAR Payments

• Digital Ordering

• Loyalty

• AI & Restaurant Software Solutions

• Build and maintain a healthy sales pipeline.

• Forecast monthly, quarterly, and annual revenue.

• Manage opportunities through Salesforce.

• Assist partners on large strategic opportunities.

Partner Enablement

• Deliver product demonstrations and sales training.

• Educate partners on pricing, positioning, and competitive differentiation.

• Support marketing campaigns and channel events.

• Coordinate partner certifications and onboarding.

Cross-Functional Collaboration

• Partner with Sales, Marketing, Product Management, Implementation, Customer Success, and Support.

• Communicate partner feedback to Product teams.

• Drive internal alignment to accelerate partner success.