Overview
Join to apply for the Channel Sales Manager role at Perforce Software.
Perforce is a community of collaborative experts who believe work should be challenging and fun. We inspire creativity, foster belonging, support collaboration, and encourage wellness. Perforce operates with a global footprint in more than 80 countries and serves a large portion of the Fortune 100.
Perforce is focused on expanding its partner ecosystem to drive sales through and with partners for end-user customers and prospects. The role requires an existing partner network in the specified geographies to recruit, enable, and drive sales with value-added resellers and system integrators, expanding Perforce’s reach through a non-competing, joint-selling partner program.
Our DevOps Data Platform combines enterprise-wide data coverage with data compliance to enable modern CI/CD workflows, accelerate cloud adoption, and support AI-driven initiatives.
Responsibilities
* Achieve and exceed sales quotas within the territory.
* Drive partner-driven sales activity to meet quarterly and annual targets.
* Proactively recruit, qualify, and onboard high-potential partners.
* Develop and implement Partner Quarterly Business Reviews with mutual objectives and financial targets.
* Generate leads and identify new opportunities within the partner ecosystem.
* Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
* Develop partners' sales, pre-sales, and delivery capabilities on Perforce solutions; apply training to ensure effective selling and support.
* Build and maintain strong relationships with value-added resellers and systems integrators; drive customer success, retention, adoption, and revenue growth.
* Identify and execute joint marketing campaigns, win stories, and case studies; support co-marketing events for brand visibility and lead generation.
* Provide governance of sales analysis, pipeline reviews, and revenue opportunities; manage partner activities and results in Salesforce or similar CRM.
* Foster communication and manage potential partner conflict; coordinate with internal teams including direct and inside sales, marketing, and service resources.
* Maintain in-depth knowledge of Perforce products and industry trends; continuously seek innovative strategies to improve partner engagement and sales performance.
* Travel approximately 50% of the time, including international travel as needed.
Qualifications
* 10+ years of progressive experience in enterprise channel/partner management.
* Proven success recruiting, developing, and managing relationships with VARs, SIs, and technology partners at a senior level.
* Territory: Existing partner network in Southern Europe, France, Portugal, Italy, Middle East and/or North Africa.
* Experience handling cultural and operational complexity in the specified territories.
* Fluency in English required; plus one of French, Spanish, Italian, Portuguese, or Arabic. Multilingual candidates are strongly preferred.
* Strong strategic planning and execution skills; ability to drive complex sales cycles and exceed quotas.
* Proven track record of exceeding software sales quotas through partnerships; experience with enterprise, transactional, and subscription licensing models.
* Experience selling with partners at the CxO and Senior Sales Business Manager levels; strong relationship-building skills.
* Technical acumen to translate capabilities into business value for partners and clients.
* Deep understanding of enterprise software, preferably in DevOps, data compliance, or testing/QA tools.
* Excellent presentation, verbal, and written communication skills; ability to influence stakeholders at all levels.
* Ability to work with multiple internal teams and build enduring client/partner relationships.
* Self-starter with initiative; thrives in a fast-paced, dynamic environment; strategic mindset for new partner initiatives.
* Experience using Salesforce CRM or similar platforms to manage, track, and report partner activities and results.
* Ability to develop knowledge of Perforce products, industry trends, and competition, and adapt strategies accordingly.
* Bachelor’s degree or higher preferred.
* Willingness to travel approximately 50% of the time, including international travel as needed.
Additional Information
Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce offers the energy of a startup with the security of an established, privately held profitable company.
If you are passionate about technology and want to work with talented people across the globe, apply today!
www.perforce.com
Please click here for: EOE & Belonging Statements | Perforce Software
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Sales and Business Development
Industries
* Transportation, Logistics, Supply Chain and Storage
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