Channel Territory Manager

Role Overview

We're seeking a Channel Territory Manager to join our team to own and grow ButterflyMX’s integrator and reseller partner network across the Western territory.

The CTM is a quota-carrying revenue owner. The motion is distinct from direct sales - CTMs do not sell to end customers. They sell ButterflyMX to integrators and dealers, then work with those partners to generate deal flow that would not otherwise exist in the territory.

The ideal candidate is a results-driven professional with a proven channel sales, partner management, and business development background. This position plays a key role in expanding and optimizing ButterflyMX’s partner network. The individual should be skilled in building and nurturing relationships, developing strategic sales plans, and leveraging data-driven insights to drive revenue growth. Experience managing channel partnerships, executing go-to-market strategies, and optimizing sales performance across multiple territories is essential.

Responsibilities

• Own and grow the partner relationship across all tiers (Bronze, Silver, Gold) in the West Coast. Quarterback partner onboarding, deal registration, co-sell support, and quarterly business reviews.

• Run the three core CTM motions: whale hunting (signing Tier 1 integrators not currently in the program), tier progression activation (moving partners up the Bronze/Silver/Gold ladder), and commercial vertical development.

• Identify, pursue, and sign target integrators using project intelligence (ConstructConnect, install history, competitive displacement opportunities). Lead with margin and recurring revenue economics, not product features.

• Build joint business plans with Gold and Silver partners. Run quarterly QBRs that walk partners through their unit economics, software margin trajectory, and pipeline.

• Partner with internal AEs on co-sell motion. Honor deal registration. Maintain attribution discipline in Salesforce.

• Travel in-territory to partner offices, job sites, regional trade shows, and industry events. Roughly 50%.

• Maintain accurate partner records, pipeline, and forecast in Salesforce. Deliver weekly pipeline brief and quarterly territory scorecard to the Director of Channel Sales.

What we’re looking for

The credibility test for this role is the ability to work with integrators and speak their language — P&L, truck rolls, RMR, labor margin, install economics. Prior employment as an installer or integrator is not required. Vendor-side regional sales managers with deep integrator relationships, former AEs at security or access control OEMs, and partner-facing roles in adjacent categories all fit the profile.

The ideal candidate brings as many of the following as possible. Candidates strong on three of the four are competitive:

• Existing integrator relationships in the West Coast territory

• Consultative, relationship-first sales motion. Comfort with multi-quarter partner development cycles.

• CRM discipline. Salesforce fluency, attribution rigor, clean pipeline hygiene.

• Commercial vertical exposure. Experience selling into smaller office, retail, mixed-use, or boutique hospitality deals.

Required Experience

• 3+ years in a quota-carrying channel sales, partner management, or business development role. Security, access control, video surveillance, low-voltage, or IT VAR experience preferred.

• Track record of building and growing partner relationships from Bronze through strategic tier.

• Comfort engaging at all levels of a partner organization, from owner to install tech to CFO.

• Fluency in Salesforce, Excel, and standard business software.

• Ability to work independently, prioritize across competing demands, and operate against quarterly milestones.

• Strong written and verbal communication. Engaging in a partner meeting, disciplined in CRM and email.

• Willing to travel approximately 50% of the time in-territory.