# Head of Channel Sales

*/JobTypes/Head_of_Channel_Sales*

## Neighborhood

### Related (delivered by)

- [Manage channels](/Processes/Manage_channels) — delivered by · Processes

### Perform

- [Set Channel Sales Targets](/Tasks/Set_Channel_Sales_Targets) — perform · Tasks
- [Manage Partner Sales Pipeline and Forecast](/Tasks/Manage_Partner_Sales_Pipeline_and_Forecast) — perform · Tasks
- [Define partner program tiers and benefits](/Tasks/Define_partner_program_tiers_and_benefits) — perform · Tasks
- [Negotiate Partner Agreements and Margins](/Tasks/Negotiate_Partner_Agreements_and_Margins) — perform · Tasks
- [Recruit and Onboard Resellers Distributors and Alliances](/Tasks/Recruit_and_Onboard_Resellers_Distributors_and_Alliances) — perform · Tasks
- [Review Partner Performance and Prune the Ecosystem](/Tasks/Review_Partner_Performance_and_Prune_the_Ecosystem) — perform · Tasks
- [Run Partner Enablement and Certification Programs](/Tasks/Run_Partner_Enablement_and_Certification_Programs) — perform · Tasks
- [Run quarterly business reviews with key partners](/Tasks/Run_quarterly_business_reviews_with_key_partners) — perform · Tasks
- [Resolve channel conflict between partners and direct teams](/Tasks/Resolve_channel_conflict_between_partners_and_direct_teams) — perform · Tasks
- [Negotiate contracts with vendors or distributors to manage product distribution, establishing distri...](/Tasks/Negotiate_contracts_with_vendors_or_distributors_to_manage_product_distribution,_establishing_distri...) — perform · Tasks
- [Design Partner Incentive Programs](/Tasks/Design_Partner_Incentive_Programs) — perform · Tasks
- [Forecast Channel Revenue](/Tasks/Forecast_Channel_Revenue) — perform · Tasks
- [Govern Deal Registration](/Tasks/Govern_Deal_Registration) — perform · Tasks
- [Lead Joint Business Planning](/Tasks/Lead_Joint_Business_Planning) — perform · Tasks
- [Manage Partner Pipeline](/Tasks/Manage_Partner_Pipeline) — perform · Tasks
- [Recruit Channel Partners](/Tasks/Recruit_Channel_Partners) — perform · Tasks
- [Set Channel Sales Strategy](/Tasks/Set_Channel_Sales_Strategy) — perform · Tasks
- [Set channel strategy and partner tiers](/Tasks/Set_channel_strategy_and_partner_tiers) — perform · Tasks
- [Enable partners with training and tools](/Tasks/Enable_partners_with_training_and_tools) — perform · Tasks
- [Design partner incentive and margin programs](/Tasks/Design_partner_incentive_and_margin_programs) — perform · Tasks
- [Recruit and onboard reseller partners](/Tasks/Recruit_and_onboard_reseller_partners) — perform · Tasks
- [Forecast and manage channel revenue](/Tasks/Forecast_and_manage_channel_revenue) — perform · Tasks

### Uses software

- [Microsoft Excel](/Software/Microsoft_Excel) — uses software · Software
- [Business Intelligence Dashboards](/Software/Business_Intelligence_Dashboards) — uses software · Software
- [Partner Relationship Management Platforms](/Software/Partner_Relationship_Management_Platforms) — uses software · Software
- [Slack](/Software/Slack) — uses software · Software
- [Customer Relationship Management System](/Software/Customer_Relationship_Management_System) — uses software · Software
- [Partner Relationship Management Platform](/Software/Partner_Relationship_Management_Platform) — uses software · Software
- [Partner Relationship Management Software](/Software/Partner_Relationship_Management_Software) — uses software · Software
- [Revenue Forecasting Tools](/Software/Revenue_Forecasting_Tools) — uses software · Software
- [Salesforce](/Software/Salesforce) — uses software · Software

### Required knowledge

- [Go to Market Strategy](/Knowledge/Go_to_Market_Strategy) — requires knowledge · Knowledge
- [Channel Economics and Margin Structures](/Knowledge/Channel_Economics_and_Margin_Structures) — requires knowledge · Knowledge
- [Contract and Reseller Agreement Terms](/Knowledge/Contract_and_Reseller_Agreement_Terms) — requires knowledge · Knowledge
- [Partner Program Design Practices](/Knowledge/Partner_Program_Design_Practices) — requires knowledge · Knowledge
- [Partner Program Structures](/Knowledge/Partner_Program_Structures) — requires knowledge · Knowledge
- [Go-To-Market Strategy](/Knowledge/Go-To-Market_Strategy) — requires knowledge · Knowledge
- [Deal Registration](/Knowledge/Deal_Registration) — requires knowledge · Knowledge
- [Channel Economics](/Knowledge/Channel_Economics) — requires knowledge · Knowledge
- [Channel Partner Models](/Knowledge/Channel_Partner_Models) — requires knowledge · Knowledge
- [Partner Incentive Structures](/Knowledge/Partner_Incentive_Structures) — requires knowledge · Knowledge
- [Deal registration and margin models](/Knowledge/Deal_registration_and_margin_models) — requires knowledge · Knowledge

### Required skills

- [Team Leadership](/Skills/Team_Leadership) — requires skill · Skills
- [Partner Negotiation](/Skills/Partner_Negotiation) — requires skill · Skills
- [Cross Functional Influence](/Skills/Cross_Functional_Influence) — requires skill · Skills
- [Sales Forecasting](/Skills/Sales_Forecasting) — requires skill · Skills
- [Relationship Management](/Skills/Relationship_Management) — requires skill · Skills
- [Program Design](/Skills/Program_Design) — requires skill · Skills
- [Channel Program Design](/Skills/Channel_Program_Design) — requires skill · Skills
- [Partner Recruitment](/Skills/Partner_Recruitment) — requires skill · Skills
- [Pipeline Forecasting](/Skills/Pipeline_Forecasting) — requires skill · Skills
- [Partner enablement](/Skills/Partner_enablement) — requires skill · Skills
- [Revenue forecasting](/Skills/Revenue_forecasting) — requires skill · Skills
- [Negotiation](/Skills/Negotiation) — requires skill · Skills

### Requires ability

- [Fluency of Ideas](/Ability/Fluency_of_Ideas) — requires ability · Ability
- [Oral Expression](/Ability/Oral_Expression) — requires ability · Ability
- [Deductive Reasoning](/Ability/Deductive_Reasoning) — requires ability · Ability
- [Persuasive Communication](/Ability/Persuasive_Communication) — requires ability · Ability
- [Relationship Building](/Ability/Relationship_Building) — requires ability · Ability
- [Strategic Judgment](/Ability/Strategic_Judgment) — requires ability · Ability
- [Strategic influence](/Ability/Strategic_influence) — requires ability · Ability
- [Commercial judgment](/Ability/Commercial_judgment) — requires ability · Ability

### Engage in

- [Recruit and Onboard Resellers Distributors and Alliances](/Activities/Recruit_and_Onboard_Resellers_Distributors_and_Alliances) — engage in · Activities
- [Resolve Channel Conflict with Direct Sales](/Activities/Resolve_Channel_Conflict_with_Direct_Sales) — engage in · Activities
- [Design the Partner Program Tiers and Incentives](/Activities/Design_the_Partner_Program_Tiers_and_Incentives) — engage in · Activities
- [Resolve channel conflict between partners and direct teams](/Activities/Resolve_channel_conflict_between_partners_and_direct_teams) — engage in · Activities
- [Recruit and Onboard Channel Partners](/Activities/Recruit_and_Onboard_Channel_Partners) — engage in · Activities
- [Govern Deal Registration](/Activities/Govern_Deal_Registration) — engage in · Activities
- [Recruit Channel Partners](/Activities/Recruit_Channel_Partners) — engage in · Activities
- [Design Partner Incentive Programs](/Activities/Design_Partner_Incentive_Programs) — engage in · Activities
- [Design partner incentive and margin programs](/Activities/Design_partner_incentive_and_margin_programs) — engage in · Activities

### Type of

- [Sales Managers](/Occupations/Sales_Managers) — type of · Occupations

### Problems this exposes

- [tiering partners on stale revenue data so co-sell incentives misfire](/Problems/tiering_partners_on_stale_revenue_data_so_co-sell_incentives_misfire) — exposes problem · Problems
- [channel margin/MDF accruals reconciled in spreadsheets against partner POS reports](/Problems/channel_margin%2FMDF_accruals_reconciled_in_spreadsheets_against_partner_POS_reports) — exposes problem · Problems
- [partner deal-registration conflicts arbitrated by hand across overlapping resellers](/Problems/partner_deal-registration_conflicts_arbitrated_by_hand_across_overlapping_resellers) — exposes problem · Problems
- [onboarding new resellers stalls on bespoke contract and enablement-collateral assembly](/Problems/onboarding_new_resellers_stalls_on_bespoke_contract_and_enablement-collateral_assembly) — exposes problem · Problems
- [no line-of-sight into partner-sourced pipeline buried in the partner's own CRM](/Problems/no_line-of-sight_into_partner-sourced_pipeline_buried_in_the_partner's_own_CRM) — exposes problem · Problems