Channel Sales Manager (SaaS) - DACH region

About us
Are you passionate about building meaningful partnerships and driving impactful sales? Do you thrive in a collaborative environment where you can connect the dots between customer needs and innovative solutions? If so, we’d love to hear from you!
We are IceWarp. A Czech company providing communication solutions to over 50 million users worldwide. Our products compete with Google and Microsoft and specialize in innovative technologies such as email, team chat, audio and video conferencing, calendar and contact synchronization, document sharing and collaborative editing. All these features are available in a unified environment and can be used in major browsers, on desktops and mobile platforms, both in the cloud and on-premises.
We are seeking a Channel Sales Manager to grow and enhance our channel sales initiatives, who will help us with building strong partnerships and with driving revenue through distributor and partner networks. The ideal candidate will have proven expertise in managing channel relationships, nurturing sales pipelines, and exceeding sales targets through indirect sales channels, bringing both strategic vision and hands-on execution skills within the SaaS industry.
In this role, you will also engage directly with customers and potential customers to understand their needs, nurture relationships and close deals.

What You’ll Do

• Partner Development & Management: Establish and nurture relationships with distributors and channel partners across DACH region to expand IceWarp’s market presence
• Channel Strategy Execution: Collaborate with senior leadership to develop and execute strategic channel plans aimed at driving significant revenue growth
• Pipeline Growth: Actively engage with partners to identify opportunities, provide support, and facilitate deals through the sales cycle using CRM (SFDC)
• Collaboration: Work closely with Marketing, Development, Support, and Customer Success teams to align strategies, messaging and ensure seamless onboarding and support for channel-generated customers
• Sales Enablement: Train and empower partners with the knowledge and resources needed to effectively promote and sell IceWarp solutions
• Reporting & Analytics: Regularly monitor, analyze, and report channel sales performance metrics to refine strategies and maximize sales effectiveness
• Market Insight: Continuously gather feedback from partners and end-users to enhance our offerings and address market demands effectively

Partner/Distributor Impact

• Listen & Respond: Use feedback from partners and customers to identify and overcome obstacles, ensuring their success
• Engage & Support: Promote partner events, encourage participation in surveys, and connect resources to keep the sales pipeline flowing smoothly

What We’re Looking For

• Experience: At least 3 years of experience in SaaS Channel Sales with a focus on the German market / DACH region. We expect you will know the local partners
• Language skills: Excellent communication skills in English and German, both written and spoken
• Autonomy: Ability to work independently while still collaborating effectively with the internal sales team
• Travel-Ready: Willingness to travel as needed
• Cloud Savvy: A solid understanding of cloud concepts
• Location: Remote in Germany

We offer

• Collaboration with a Czech company whose product is used by over 50 million users worldwide, competing with Google and Microsoft
• The opportunity to come up with new ideas and implement them immediately
• Long-term cooperation
• Remote set-up
• The chance to expand knowledge in various interesting areas
• 25 days of paid leave
• 5 Personal days