Lead Channel Sales Executive

Job Description
The Lead Channel Sales Executive drives growth through high-value and strategically important channel partners. Requires deeper market insight, advanced partner development capabilities, and the ability to influence partner business plans and strategic alignment. Defines partner-specific strategies within the broader channel framework.

Responsibilities

Develop and implement channel sales strategies to achieve sales targets, budget, goals and business objectives.

Build and maintain executive-level relationships with assigned partners

Identify, recruit, and onboard new channel partners.

Manage and nurture relationships with existing channel partners to maximize growth.

Provide training and support to channel partners to ensure they are equipped to sell our products/services effectively.

Monitor and analyze partner performance, providing feedback and support.

Collaborate with internal teams (e.g., marketing, product development) to ensure alignment and support for channel partners.

Prepare and present regular reports on channel sales performance and market trends.

Stay up-to-date with industry trends and competitive landscape to identify new opportunities for growth.

Conduct regular business reviews, including monthly, quarterly and yearly reviews, with channel partners to assess performance and identify areas for improvement.

Develop and manage channel marketing programs and initiatives to drive partner engagement and sales.

Resolve any conflicts or issues that arise with channel partners in a timely and effective manner.

Participate in industry events and trade shows to promote the company and its channel program.

Work closely with the finance team to manage channel partner incentives.

Develop and maintain a deep understanding of the company’s products/services and their competitive advantages.

Own relationships with top-tier mid-market or emerging enterprise partners; expand wallet share and solution mix.

Build joint business plans (JBP) with partners: goals, coverage model, enablement plan, co-marketing, and investment assumptions.

Lead quarterly and annual strategic business reviews; drive accountability to shared KPIs (pipeline, ACV, win-rate).

Analyze market coverage and white space; recommend partner capacity investments and routes-to-market.

Collaborate with Marketing and Product to tailor campaigns and solution plays for partner ecosystems.

Mentor Channel Sales Executives on best practices (informal leadership; no direct reports).

Represent UL at partner councils and industry events as a senior SME; present at executive briefings.

Qualifications

Bachelor’s degree required; advanced degree a plus.

10+ years working with channel/alliances; demonstrated success growing large or complex partners.

Deep understanding of Chemical Management

Expertise in joint business planning, forecasting, and co-sell/co-market motions.

Strong analytical skills to assess partner performance, profitability, and market opportunity.

Proficient with CRM/PRM tools and structured pipeline governance.

Total Rewards
The annual compensation for this position includes a base salary of $130,000 - $160,000 and participation in the UL Solutions Sales Incentive Plan. On target earnings $195,000 - $250,000. The amount of this commission-based compensation is based upon achievement of financial goals and your personal objectives as established by the Company. Compensation is based on multiple factors, including job-related knowledge/skills, experience, geographical location, as well as other factors.

Benefits
This position also provides health benefits such as medical, dental, and vision; wellness benefits such as mental and financial health; and retirement savings (401K) commensurate with the standard rewards offered in each individual location or country. Employees also receive paid time off including vacation (15 days), holiday including floating holidays (12 days) and sick time off (72 hours).

#J-18808-Ljbffr