Channel Development Manager

Job Title: Channel Development Manager

Reports To: Chief Revenue Officer

Department: Sales

Location: Remote, United States

Exempt / Non-Exempt: Exempt

Position Summary:

ProCern is hiring a Channel Development Manager to turn our partner channel into a reliable source of new business. You will deepen the partner relationships ProCern already has, recruit new partners who serve the clients we want, and convert both into qualified leads our sellers can close.

This role is measured on one thing above all others: the volume and quality of partner-sourced qualified leads you deliver to the sales team.

The Chief Revenue Officer owns channel strategy and the partner program framework. This position owns the execution: partner conversations, activation, referral flow, and the weekly discipline that keeps it moving.

Core Responsibilities:

Grow the existing channel

• Build working relationships with ProCern's current technology, referral and vendor partners, starting with the ones already producing.
• Run activation plans for partners who signed an agreement but have never sent a referral.
• Hold a consistent touchpoint rhythm with every named partner so ProCern is top of mind when their client has a need.
• Lead quarterly reviews with top partners covering pipeline, wins and what ProCern can do better.

Recruit new partners

• Prospect and open conversations with new partner candidates who already serve ProCern's target clients in healthcare, financial services, manufacturing and distribution.
• Work target categories including accounting and advisory firms, compliance and audit consultancies, regional VARs without a NOC or SOC, legacy platform consultants, and technology vendors with a channel motion.
• Qualify candidates against ProCern's criteria: client fit, referral potential, service complement and willingness to commit time.
• Move qualified candidates to a signed agreement and through onboarding to their first referral.

Deliver leads to sellers

• Source, qualify and hand off partner-generated leads to the assigned seller with enough context for a productive first call.
• Register every partner-sourced opportunity in HubSpot within five business days of the first introduction.
• Respond to every partner referral within 24 business hours.
• Stay engaged after handoff so the partner knows what happened to the client they referred.

Run the operating rhythm

• Keep partner and opportunity records accurate in HubSpot.
• Report partner activity, lead flow and pipeline in the weekly sales rhythm.
• Deliver partner onboarding and enablement using ProCern's partner program materials.
• Represent ProCern at partner meetings, association events, trade shows and vendor field visits.

Performance Metrics:

Primary measure

• Partner-sourced qualified leads delivered to sellers. A lead counts when it fits ProCern's ideal client profile, has a named decision maker and a confirmed need, and the assigned seller accepts it.
• Year 1 target: ramp from onboarding in the first quarter to 12 to 15 qualified leads per quarter by the fourth quarter.

Supporting measures

• 20 to 25 signed partner agreements by the end of Year 1
• 8 to 12 active partners producing at least one referral by the third quarter
• 40% or better conversion from partner referral to qualified lead
• Response to every partner referral within 24 business hours
• Partner satisfaction of 8.5 out of 10 or higher on the quarterly survey
• 100% of partner activity and opportunities logged in HubSpot within five business days

Activity expectations

• 20 new partner prospect conversations per month
• 10 touchpoints per month across named existing partners
• Two partner-facing events, association meetings or vendor field visits per quarter

Experience & Required Skills:

• 3 to 5 years in channel sales, partner management, business development or B2B sales with a prospecting component
• Experience in an MSP, MSSP, IT services, VAR or technology vendor environment strongly preferred
• A track record of creating meetings or opportunities from relationships you built yourself, not only from leads handed to you
• Comfortable starting conversations with people who are not expecting your call
• Clear writing and speaking; able to explain managed services and security to a non-technical business owner
• Strong follow-through across many relationships at once
• CRM discipline; HubSpot experience preferred
• Able to work independently in a remote role and travel up to 25%

Education & Certifications:

• Bachelor's degree in Business, Marketing, Technology or a related field preferred. Equivalent work experience is considered in place of a degree.
• Relevant sales, technology or vendor certifications are a plus.

What Success Looks Like:

First 30 days

• Know ProCern's service catalog, ideal client profile and the questions that signal a client need.
• Meet every current priority partner and every internal stakeholder you depend on.
• Understand the partner program: tiers, partner compensation and deal registration.

First 60 days

• An activation plan in place for every existing partner.
• At least 10 new partner conversations opened.
• First partner referral registered in HubSpot.

First 90 days

• Six or more signed partner agreements, new or reactivated.
• A steady weekly rhythm of partner outreach, follow-up and reporting.
• First qualified leads delivered to sellers.

Who Thrives in This Role:

• You like starting conversations and you follow up without being asked.
• You keep your commitments to partners, which is what makes them refer a second time.
• You share credit with the sellers who close the business you source.
• You want to be measured and you want the number to be yours.
• You ask for help early instead of protecting your pride.

Work Environment & Schedule:

• Full-time, remote within the United States. Standard business hours with daily overlap with ProCern's Mountain time headquarters.
• Travel up to 25% for partner meetings, industry events and client visits.

Compensation & Benefits:

• Base salary range: $80,000 to $92,000 per year, depending on experience.
• On-target earnings: $135,000 to $150,000 per year. Variable pay is tied to partner-sourced qualified leads delivered and partner-sourced closed monthly recurring revenue.
• Benefits include medical, dental and vision coverage, paid time off, paid holidays and reimbursement of business travel expenses.
• Applications are accepted on an ongoing basis until the position is filled.

Career Progression:

• Senior Channel Development Manager, then Director of Channel Sales.
• Typical path is 18 to 24 months at consistent quota attainment.
• Growing ownership of partner strategy, program design and eventually a team

Exempt / Non-Exempt: Exempt

Pay: $80,000.00 - $92,000.00 per year

Benefits:

• Dental insurance
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Work Location: Remote