Channel Sales Territory Manager

Job description

OUR MISSION: ButterflyMX is on a mission to empower people to automate property access, operations, and security from a single platform. Our products are installed in more than 20,000+ multifamily, commercial, gated communities, and student-housing properties worldwide, including properties developed, owned, and managed by the most trusted names in real estate. Our features are designed for developers, owners, property managers, and tenants and our products lower operating costs and improve tenant satisfaction. OUR SOLUTION: Developers and owners no longer need to run building wiring or install in-unit hardware. Property managers can grant building access, revoke permissions, and review entry logs from an online dashboard. Residents can open doors from their smartphones, issue visitor access, and see who is trying to enter the building. OUR CULTURE & VALUES: Fantastic people are the key to our success. As a distributed, primarily remote workforce, we’re looking for more intelligent, passionate, collaborative, ai-forward, and down-to-earth individuals to join our growing team. We’re driven by a shared commitment to excellence and innovation, grounded in our core values: We delight our customers, We take ownership, We are a community of collaborators, We speak up, We think big and do small, and We are tenacious. ROLE OVERVIEW We're seeking a Channel Territory Manager to join our team to own and grow ButterflyMX’s integrator and reseller partner network across the Western territory. The CTM is a quota-carrying revenue owner. The motion is distinct from direct sales - CTMs do not sell to end customers. They sell ButterflyMX to integrators and dealers, then work with those partners to generate deal flow that would not otherwise exist in the territory. The ideal candidate is a results-driven professional with a proven channel sales, partner management, and business development background. This position plays a key role in expanding and optimizing ButterflyMX’s partner network. The individual should be skilled in building and nurturing relationships, developing strategic sales plans, and leveraging data-driven insights to drive revenue growth. Experience managing channel partnerships, executing go-to-market strategies, and optimizing sales performance across multiple territories is essential. RESPONSIBILITIES - Own and grow the partner relationship across all tiers (Bronze, Silver, Gold) in the West Coast. Quarterback partner onboarding, deal registration, co-sell support, and quarterly business reviews. - Run the three core CTM motions: whale hunting (signing Tier 1 integrators not currently in the program), tier progression activation (moving partners up the Bronze/Silver/Gold ladder), and commercial vertical development. - Identify, pursue, and sign target integrators using project intelligence (ConstructConnect, install history, competitive displacement opportunities). Lead with margin and recurring revenue economics, not product features. - Build joint business plans with Gold and Silver partners. Run quarterly QBRs that walk partners through their unit economics, software margin trajectory, and pipeline. - Partner with internal AEs on co-sell motion. Honor deal registration. Maintain attribution discipline in Salesforce. - Travel in-territory to partner offices, job sites, regional trade shows, and industry events. Roughly 50%. - Maintain accurate partner records, pipeline, and forecast in Salesforce. Deliver weekly pipeline brief and quarterly territory scorecard to the Director of Channel Sales. WHAT WE’RE LOOKING FOR The credibility test for this role is the ability to work with integrators and speak their language — P&L, truck rolls, RMR, labor margin, install economics. Prior employment as an installer or integrator is not required. Vendor-side regional sales managers with deep integrator relationships, former AEs at security or access control OEMs, and partner-facing roles in adjacent categories all fit the profile. The ideal candidate brings as many of the following as possible. Candidates strong on three of the four are competitive: - Existing integrator relationships in the West Coast territory - Consultative, relationship-first sales motion. Comfort with multi-quarter partner development cycles. - CRM discipline. Salesforce fluency, attribution rigor, clean pipeline hygiene. - Commercial vertical exposure. Experience selling into smaller office, retail, mixed-use, or boutique hospitality deals. REQUIRED EXPERIENCE - 3+ years in a quota-carrying channel sales, partner management, or business development role. Security, access control, video surveillance, low-voltage, or IT VAR experience preferred. - Track record of building and growing partner relationships from Bronze through strategic tier. - Comfort engaging at all levels of a partner organization, from owner to install tech to CFO. - Fluency in Salesforce, Excel, and standard business software. - Ability to work independently, prioritize across competing demands, and operate against quarterly milestones. - Strong written and verbal communication. Engaging in a partner meeting, disciplined in CRM and email. - Willing to travel approximately 50% of the time in-territory. COMPENSATION The expected base salary range for this position is $90,000 –$100,000. Actual compensation will depend on factors including budget, skills, experience, location, and internal equity. This position may also be eligible for bonuses, equity, or other forms of compensation, where applicable. BENEFITS - Comprehensive Medical, Dental and Vision plans (ButterflyMX covers 80% of the cost) starting day 1 - 401(k) plan with a match - 10 paid holidays, 20 vacation days, 5 sick days, 3 floating holidays - Basic Life and Accidental Death and Dismemberment Insurance (ButterflyMX covers 100% of the cost) - Short and Long Term Disability (ButterflyMX covers 100% of the cost) - Paid Family Leave - Employee Assistance Program - Quarterly self-care stipends - Access to optional benefits including pre-tax flexible healthcare spending accounts (FSA and HSA), Dependent Care FSA, and Commuter Benefits, as well as optional Supplemental Life, AD&D, Hospital Indemnity, Legal, Accident, Critical Illness, Pet, and Personal Liability Insurance - And more! ButterflyMX is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. You must have the authorization to work in the US to become an employee. We strive to create an accessible and inclusive experience for all candidates and employees. If you need reasonable accommodations during the application or the recruiting process, please let our recruiting team know.