Looking at partner profiles for the right company, creating programs, managing the channel networks, these all need to be handled by a channel sales team. But it is definitely no easy task to get such a team assembled. A lot of companies will already have the resources. With just the right re-assignments, a good team could be assembled. Other companies might have to hire point persons to complete a team right away. So what are the roles that make up this kind of team?

Channel Sales Engineer – One such engineer should be allotted for each major market area. These sales engineers will find it difficult to function well if they all have to keep traveling from partner to partner. These engineers are people who need to be incredibly knowledgeable about the product. Their level of know how should be on par with the channel managers who they would be working with in order close a lot more sales.

Channel Sales Managers – These sales managers will be the ones on the forefront. They will spearhead the entire team. Each territory should have one such manager. They are the ones in the field that should have everything they need to stimulate the growth of revenue by managing the company’s accounts. Since they will be on the field, they will be the ones meeting with the partners and communicating with them regarding training and channel program opportunities.

Channel Marketing – Putting together all the partners’ info, collateral, as well as updated partner profiles is assigned to channel marketing. Inside sales and sales reps should collaborate in order to create the content that the partners request. A lack of collaboration could result in mismatch in requirements. For example, different marketing personnel make several templates and marketing materials that do not fit under a main theme

The channel marketing team should organize and coordinate trade shows and other events in accordance with new product releases or with new channel recruits.

Channel Sales Representatives – The representatives are the inside section of the sales team. They serve as the anchor to the on field people each assigned to different territories and under the channel manager of the corresponding territory. These sales reps will be the contact person for the partners and their needs. The job covers a whole lot more processes and administration than the on field section of the team.

Inside Sales Representatives – If the company would rather not have reseller sales representatives to manage the sales revenues, then the inside section of the team would be Inside Sales Representatives. Such a strategy will also work for those who want the sales rep role and the inside sales handling role to be done by the same team. Having several of these ISRs will make it easier to handle opportunities and transactions when they come in bulk.

With a complete channel sales team everything will be more organized. Channel marketing, partner profile checking, partner recruitment, and partner development and management are processes that all require the right people in the right roles. Only with an adequate and complete team can a channel network succeed.

Looking at partner profiles for the right company, creating programs, managing the channel networks, these all need to be handled by a reseller sales team. But it is definitely no easy task to get such a team assembled. A lot of companies will already have the resources. With just the right re-assignments, a good team could be assembled. Other companies might have to hire point persons to complete a team right away. So what are the roles that make up this kind of team?