Senior Channel Sales Manager – Europe

About the role

The Senior Channel Sales Manager will lead the onboarding and activation of new VAR partner sales representatives across Lantronix’s core product lines. You will act as the first point of contact after a partner is signed, guiding them from awareness to closing deals with end‑customers. The role combines sales enablement, technical coaching, and early‑stage deal support to accelerate partner revenue.

Key responsibilities

• Own the onboarding journey for new VAR partner sales reps, from kickoff to first qualified opportunity.
• Deliver structured welcome calls, create individualized onboarding plans, and track milestones such as training completion and first closed deal.
• Teach reps to identify Lantronix‑fit opportunities, position against incumbents, and handle objections.
• Provide technical and sales enablement resources, host webinars, and support early‑stage deals through registration, quoting, and co‑calling.
• Maintain accurate onboarding data in Salesforce and report on activation metrics.

Required profile

• Bachelor’s degree in Business, Sales, Marketing, Technology, Engineering or equivalent experience.
• 5+ years (preferably 8+) of channel sales, partner management or business development experience, preferably with VARs, system integrators or distributors.
• Proven ability to build and maintain productive relationships with internal and external stakeholders.
• Willingness to travel up to 50% for partner and customer engagements.

Required skills

• Experience with Salesforce CRM or similar platforms.
• Strong knowledge of networking technologies (switches, PoE, media converters, fiber connectivity).
• Understanding of Out‑of‑Band Management solutions (console servers, edge gateways, KVM).
• Familiarity with Industrial IoT products (4G/5G routers, cellular gateways, telematics, embedded modules).
• Proficiency with Microsoft Office applications.