Channel Sales Director (Retail)

Overview

ATEC America, a global leader in cash automation, is seeking a Channel Sales Director specialized in retail. This full-time remote position based in the United States involves up to 30% travel and reports directly to the Chief Growth Officer. Compensation includes a base salary plus commission, tailored to experience.

About ATEC America

With over 30 years of expertise, ATEC America is a top provider in North America of teller cash recyclers and cash automation technology. The company’s innovative solutions streamline cash handling for financial institutions and retailers, supported by a robust security framework and an expanding network of channel partners and dealers.

Role Summary

The Channel Sales Director is tasked with expanding revenue through ATEC's channel partners and dealers rather than direct sales. Key to success is nurturing strong dealer relationships, growing the network, managing sales pipelines, and ensuring partners effectively market and sell ATEC solutions.

Key Responsibilities

• Drive revenue performance within an assigned portfolio of channel partners by creating joint business plans to meet quarterly and annual targets.
• Conduct regular business reviews to assess pipeline health, forecast accuracy, and sales outcomes.
• Continuously grow year-over-year revenues through assigned accounts.
• Build and maintain a robust sales pipeline in collaboration with channel partners, ensuring transparent opportunity visibility.
• Review deal progress regularly, identifying stalled prospects and implementing strategies to advance sales.
• Recruit and onboard qualified new channel partners, analyze market coverage gaps, and address underperforming dealers via structured methods.
• Coach partner sales teams on effectively presenting ATEC’s value propositions and identifying training needs.
• Support partners in overcoming objections and competitive hurdles, collaborating with internal marketing, product, and technical teams.
• Maintain accurate sales forecasts and CRM updates, monitor partner progress, and execute corrective plans as required.

Candidate Qualifications

• Minimum 10 years of B2B sales experience at director level, with a background managing channel partners or dealer networks.
• Experience working with retail-focused dealers and understanding retail use cases is preferred.
• Proven track record of exceeding indirect sales targets and growing dealer relationships.
• Skilled in forecasting, pipeline management, and disciplined sales processes.
• Effective influencer who can lead partner sales teams without direct authority.
• Strong negotiation, presentation, and relationship skills.
• Willingness to travel up to 30% to support partners and client opportunities.

Performance Metrics

• Meeting or surpassing annual sales quotas across TCR, retail sales, and new product offerings.
• Consistent year-over-year revenue growth through channel partners.
• Expansion of a qualified sales pipeline.
• Increasing the number and productivity of new dealer partnerships.
• Higher partner engagement and sales activity.
• Broadened market presence via the dealer network.

Equal Opportunity

ATEC America is committed to equal opportunity in employment. All qualified candidates will be considered without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.