About Us:
insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.
Job Description:
The Role
We are looking for a Senior Channel Sales Manager to join our Microsoft Channel team. This is a quota-carrying role focused on driving annual recurring revenue (ARR) through our Microsoft-certified reseller and VAR partner network, primarily partners selling Jet (BI/reporting) and Quick Planning into the Dynamics 365 Business Central ecosystem.
You will own a portfolio of active reseller partners and will work closely with strategic partners through structured joint business plans; building the relationships, enablement, and co-selling motions needed to make those partnerships genuinely productive.
This is a remote role based in the United States. Travel is required (up to 50%) for partner meetings, joint customer engagements, and industry events.
Key Responsibilities
Meet or exceed your ARR quota through partner-sourced and partner-influenced reseller deals. This is the most critical KPI for the role.
Aggressively grow existing Microsoft channel pipeline by enabling partners, executing joint go-to-market plans, and systematically activating additional insightsoftware solutions.
Develop and execute joint business plans with your top reseller partners, covering pipeline targets, go-to-market activities, and quarterly business reviews (QBRs).
Build and maintain strong pipeline through account mapping, co-selling, and co-marketing initiatives with partners.
Enable partners to position and sell insightsoftware solutions effectively; applying the Engage → Enable → Empower framework to drive partner readiness and sustained productivity.
Manage channel conflict professionally and in line with insightsoftware's rules of engagement.
Coordinate internal resources; including sales, marketing, customer success, and technical support to meet partner expectations and performance objectives.
Monitor and respond to competitive activity in the Microsoft ecosystem, with particular focus on protecting and expanding share against direct competitors.
Maintain accurate Salesforce records and provide reliable pipeline forecasts; conduct monthly and quarterly business reviews with internal leadership.
Required Qualifications
Minimum 5 years of channel sales experience in the software industry, with a track record of achieving quota through reseller or VAR partnerships.
Demonstrable experience managing joint business plans and running structured QBR processes with partners.
Proven ability to activate new partner sellers and bring them to productive status.
Experience selling add-on or complementary software products through a partner channel, where insightsoftware is not the partner's primary vendor.
Knowledge of co-marketing techniques and experience running demand generation activities with partners.
Comfortable operating in a portfolio model: balancing high-touch engagement with strategic partners alongside broader territory management across tiered accounts.
Strong commercial acumen with the ability to build a pipeline plan and work toward revenue targets.
Excellent verbal and written communication skills; able to engage credibly at both sales and executive levels within partner organizations.
Proficiency with Salesforce and disciplined in pipeline hygiene and forecasting.
Bachelor's degree.
Able to travel up to 50% as required.
Desirable Skills
Experience forging revenue-oriented partnerships within the Microsoft ecosystem; ideally Dynamics 365 Business Central, F&O, or adjacent.
Familiarity with finance, ERP, or business intelligence software ecosystems.
Familiarity with FP&A and reporting/BI tools (Jet, Power BI, or similar).
Additional Information
All your information will be kept confidential according to EEO guidelines.
#LI-Remote
** At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **
Learn more about our high-energy, high-performance global team. Work With Us »
insightsoftware About Us: Hear From Our Team - InsightSoftware (wistia.com)
Background checks are required for employment with insightsoftware, where permitted by country, state/province.
At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.
The salary range in United States of America for this position is 139,000.00 to 174,000.00 USD Annual.
For sales roles, this range includes the commission target. For non-sales roles, this is a base salary only range; additional bonus eligibility may apply.
Your specific offer within this range will be determined by your skills, experience, and qualifications.
We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.
Additional Information
All your information will be kept confidential according to EEO guidelines.
Learn more about our high-energy, high-performance global team: Work With Us
insightsoftware About Us: Hear From Our Team
Background checks are required for employment with insightsoftware, where permitted by country, state/province.
At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.
Skills Required
- At least 5 years of channel sales experience in the software industry
- Track record of achieving quota through reseller or VAR partnerships
- Experience managing joint business plans and structured partner QBR processes
- Experience activating new partner sellers and bringing them to productive status
- Experience selling add-on or complementary software through a partner channel
- Knowledge of co-marketing techniques and partner demand generation activities
- Ability to manage a portfolio of strategic and tiered partners
- Strong commercial acumen, pipeline planning, and revenue-target management
- Excellent verbal and written communication skills with sales and executive audiences
- Proficiency with Salesforce, pipeline hygiene, and forecasting
- Bachelor's degree
- Ability to travel up to 50%
- Revenue-oriented partnership experience within the Microsoft ecosystem, ideally Dynamics 365 Business Central or F&O
- Familiarity with finance, ERP, or business intelligence software ecosystems
- Familiarity with FP&A and reporting or BI tools such as Jet or Power BI
What We Do
We help enterprises transform data into continuous intelligence and competitive advantage, uncovering insights locked deep in enterprise applications and integrating data across applications, platforms and business processes.
