Partner Channel Manager

The posting, as Mcmjobs wrote it

MCM Technology has spent 20+ years building the intelligent operations readiness platform trusted by public safety agencies nationwide. What started as a small family business building software for two-way radio dealerships has grown into a connected, AI-enabled platform used by 300+ agencies across the country, managing more than $5 billion in assets.
MCM helps law enforcement, fire, EMS, and government and communications agencies track assets, manage certifications, and stay audit-ready, giving agencies real-time visibility, automated workflows, and predictive intelligence so their teams can stay focused on the field instead of chasing paperwork. MCM's platform covers asset tracking, maintenance and inspections, certification and training, evidence, and fleet management, all built by a team that develops and supports the product in-house.
MCM's mission is to help agencies know not just what they own, but what's at risk before anything goes wrong, building software that works as hard as the people who depend on it.

About the Role
MCM Technology is looking to hire a Partner Channel Manager to build, grow, and manage a network of reseller and strategic partners that extend MCM's reach across the public safety market. This role owns the full partner lifecycle: recruiting and onboarding new partners, enabling and training their sales teams, opening senior-level and engineering relationships that deepen a partnership over time, and establishing the cooperative purchasing vehicles that make MCM easier for agencies to buy. This role does not carry an individual sales quota. MCM's direct sales team closes the business. This role is measured on its contribution to partner-sourced and partner-influenced pipeline and on the partnership milestones that create it. This is a full-time, remote role with up to 40% travel, reporting directly to the Chief Revenue Officer.
What We Value in You

• You understand the public safety market: law enforcement, fire, EMS, radio and communications, and can speak credibly to its buyers and influencers.
• You're a relationship builder who knows how to motivate a partner's sales team to prioritize and sell your solution alongside their own.
• You have a "can do" attitude. Our teams create high-quality work on quick timelines.
• You're never tired of learning and are always looking for ways to grow personally and professionally.
• You're both an effective communicator and an eager listener.
• You want to be an active part of helping our team continue to be at the forefront of how we serve public safety. You bring your energy and expertise to the table every day. We are stronger working together as a team.

What You'll Be Doing

• Build and execute a partner channel strategy that includes managing MCM’s current partners, as well as identifying and recruiting new partners to extend MCM's coverage of the public safety market.
• Establish and manage onboarding, training, and enablement programs so partner sales teams can effect

[…]
rations of the software at tradeshows or in partner sales meetings.
Requirements

• Demonstrated experience building and managing partner/reseller channels and enabling their sales teams.
• A track record of generating measurable partner-sourced and partner-influenced pipeline, and of being held accountable for it.
• Strong interpersonal skills; good at establishing rapport, and building trust.
• Experience navigating complex, multi-party sales cycles involving both a partner organization and an end-customer.
• Ability to write clearly and communicate effectively via email and in person.
• A self-starter with the ability to solve problems independently.
• An effective multi-tasker, comfortable in a fast-paced environment.
• Strong emphasis on data integrity for pipeline accuracy, forecasting, and reporting.
• Values metrics and maintains strong organization skills.
• Ability to translate a technical integration request into a business case, and to run a joint call between two engineering teams without needing an engineer to lead it.
• Comfort building a program from nothing. Deal registration, partner tiering, and contract vehicle applications do not exist here yet.

Nice to Have's

• Direct experience in law enforcement, fire, or EMS, or technology sales experience specifically serving those agencies.
• Existing relationships with resellers, integrators, or channel partners active in the public safety market.
• Experience using Salesforce (training will be provided for candidates without prior experience).
• Experience with cooperative purchasing vehicles such as Sourcewell, GSA, NASPO, or state term contracts, including the application and renewal process.
• Experience structuring a reseller agreement from the vendor side, including margin, support ownership, and minimums.

Other Reasons to Join Us

• Health, Dental, and Vision insurance starting Day 1
• 401(k)
• Use what you need PTO policy
• Health Savings Account (HSA) option
• Flexible Spending Account (FSA) option