Job Description:
The Channel Sales Manager is responsible for owning and expanding strategic relationships with a select group of Technology and Systems Integrator (SI) partners, with a primary focus on Oracle and the Oracle Partner Network (OPN).
This role carries a revenue quota and is accountable for driving pipeline, influencing Oracle-led implementations, and executing joint go-to-market strategies that accelerate Vertex growth across enterprise and mid-market segments. The Channel Sales Manager serves as the Vertex subject matter expert within partner organizations, engaging Sales, Pre-Sales, Marketing, and Executive Leadership.
Key Responsibilities:
- Drive new partner-sourced leads and manage opportunities through closure in collaboration with Vertex Sales Development, and grow Vertex revenue through strategic channel and alliance partnerships within the Oracle ecosystem
- Influence Oracle-based implementations by positioning Vertex solutions for enterprise and mid-market customers
- Execute partner capacity planning, including recruitment of targeted partners aligned to market needs
- Lead joint business planning with strategic partners and conduct Quarterly Business Reviews (QBRs)
- Manage the full partner lifecycle: enablement, engagement, demand generation, services, support, and retention
- Own pipeline management, forecasting accuracy, and quota attainment
- Partner cross-functionally within Vertex to align on partner objectives, metrics, and execution
- Represent Vertex at industry, partner, and user group events
- Travel up to 20–30% as required
Required Qualifications:
- Proven track record of consistently achieving or exceeding revenue quotas, 8+ years of experience managing revenue targets and strategic channel partnerships within the Oracle partner ecosystem
- Demonstrated success in consultative sales, business development, and complex deal negotiation
- Strong ability to build and scale strategic alliances across sales, pre-sales, marketing, and executive stakeholders
- Significant knowledge of Oracle technologies, offerings, and partner models
- Experience working effectively in a matrixed, cross-functional organization
- Excellent communication, presentation, and interpersonal skills
- Strong organizational, forecasting, and pipeline management capabilities
- Bachelor’s degree required
Preferred Qualifications:
- Experience selling enterprise or mid-market software solutions through SI and technology partners
- Knowledge of the tax software or compliance technology industry
- Demonstrated success executing joint go-to-market and partner enablement strategies
- Experience managing executive-level relationships within Oracle and OPN partners
- Ability to thrive in a fast-paced, high-growth SaaS environment
- An equivalent combination of education, training, and relevant professional experience in lieu of a formal degree
OTHER QUALIFICATIONS:
- The Winning Way behaviors that all Vertex employees need to meet the expectations of each other, our customers, and our partners.
- Communicate with Clarity - Be clear, concise, and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
- Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
- Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
- Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
- Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context; if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
Pay Transparency Statement:
Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.
In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.
Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.
*In no case will your pay fall below applicable local minimum wage requirements.
Skills Required
- Bachelor's Degree
- Minimum eight years of experience managing revenue targets and relationships with Channel Partners
Vertex, Inc. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vertex, Inc. and has not been reviewed or approved by Vertex, Inc..
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Leave & Time Off Breadth — Flexible time off, including unlimited vacation for some roles, paid volunteer time, bereavement leave, sabbaticals, and observed holidays is emphasized. Occasional company shutdowns further expand time-away options.
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Parental & Family Support — Benefits span paid parental leave, adoption assistance, childcare support, fertility benefits, and structured return-to-work programs. Backup care and daycare tuition discounts reinforce family-focused support.
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Retirement Support — A 401(k) with employer matching and immediate vesting anchors long-term savings. Profit sharing and defined contribution programs complement financial security offerings.
Vertex, Inc. Insights
What We Do
The Trusted Leader in Tax Technology. We're Vertex (VERX). A pioneer in tax automation for more than 45 years. We proudly serve over 4,000 customers worldwide with distinction and provide comprehensive tax solutions that enable global businesses to transact, comply, and grow with confidence. Our collaborative, friendly culture is the foundation of everything we do and who we are. We're proud to be an employer guided by a common purpose by building trusted relationships at work, in business and in our communities. We strive to be a values-driven employer of choice who attracts, retains, and inspires talented professionals to achieve their full potential. We employ over 1,500 full-time professionals across three continents: US, Europe, and Brazil. Our software, content, and services address the increasing complexities of global commerce and compliance by reducing friction, enhancing transparency and enabling greater confidence in meeting indirect tax obligations. As a result, our software is ubiquitous within our customers’ business systems, touching nearly every line item of every transaction that an enterprise can conduct. Our software is fueled by over 300 million data-driven effective tax rules and supports indirect tax compliance in more than 19,000 jurisdictions worldwide. We partner with the world’s most respected companies and harness their strengths to deliver the best tax technology solution to businesses across the globe. We integrate with key technology partners that span ERP, CRM, procurement, billing, POS and e-commerce platforms. We also work closely with over 50 tax, accounting and consulting firms to provide the integrated tax technology solutions.
Why Work With Us
Innovative, agile, and growth-minded professionals thrive at Vertex. Our remote-first culture offers flexibility and connection, while our focus on indirect tax technology and global expansion creates real impact. With leadership development and a strong emphasis on well-being, careers flourish here.
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