Channel Territory Manager (Western Territory) - Partner & Channel Sales

Role Overview: ButterflyMX is seeking a Channel Territory Manager to own and grow ButterflyMX’s integrator and reseller partner network across the Western territory. This is a quota-carrying revenue owner role focused on channel sales, partner management, and business development.

The ideal candidate is a results-driven professional with 3+ years in channel sales, partner management, or business development. This role involves expanding and optimizing ButterflyMX’s partner network, building relationships, developing strategic sales plans, and driving revenue growth through data-driven insights.

Key responsibilities include managing partner relationships across all tiers (Bronze, Silver, Gold), running core motions like whale hunting (signing Tier 1 integrators), tier progression activation, and commercial vertical development. You will identify and pursue target integrators using project intelligence, build joint business plans, and conduct quarterly business reviews (QBRs).

Additional duties include partnering with internal Account Executives (AEs) on co-sell motions, maintaining accurate partner records in Salesforce, delivering weekly pipeline briefs, and traveling approximately 50% of the time to partner offices, job sites, and industry events.

Responsibilities:

• Own and grow partner relationships across all tiers in the West Coast, including onboarding, deal registration, co-sell support, and quarterly business reviews.
• Execute three core motions: whale hunting, tier progression activation, and commercial vertical development.
• Identify and sign target integrators using ConstructConnect and install history data, focusing on margin and recurring revenue economics.
• Develop joint business plans with Gold and Silver partners and conduct QBRs to review unit economics and pipeline.
• Collaborate with internal AEs on co-sell motions, honor deal registrations, and maintain attribution discipline in Salesforce.
• Travel 50% of the time to partner offices, job sites, and industry events.
• Maintain accurate partner records, pipeline, and forecast in Salesforce, delivering weekly pipeline briefs and quarterly territory scorecards.

What We’re Looking For:

The ideal candidate must be able to speak the language of integrators—P&L, truck rolls, RMR, labor margin, install economics. While prior employment as an installer or integrator is not required, candidates with vendor-side regional sales experience, former AEs at security or access control OEMs, or partner-facing roles in adjacent categories are ideal.

Candidates should bring as many of the following as possible:

• Existing integrator relationships in the West Coast territory.
• A consultative, relationship-first sales motion with comfort in multi-quarter partner development cycles.
• CRM discipline and Salesforce fluency, with rigorous attribution and clean pipeline hygiene.
• Commercial vertical exposure, including 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, with a preference for experience in security, access control, video surveillance, low-voltage, or IT VAR.
• 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 skills, with discipline in CRM and email.
• Willingness to travel approximately 50% of the time.