I have a conversation later today with a hiring manager about a Channel Sales Manager role.

What are some relevant questions I should ask? This is a newer team being built at an established SaaS company.

I want to sound in-tune with the current climate. Thanks!

I know very little about SaaS sales, but familiar with channel sales in other industries (financial services).

I would be familiar with the known channels for a SaaS company.

1. What channels does this company focus on?
2. What are their top channels in revenue / profit?
3. How are the different channels supported internally? (sales support, marketing, internal sales, product development, admin support, etc.)
4. How are the different channels managed internally?
5. How do the different channels communicate and work together?

I hope this is helpful.

Thank you!

NWE said:

---

Thank you!

---

I'd be careful. I am in this line of business in SaaS, working as a Sales Director. Having a very hard time because my resellers are not doing a good job of selling, thus keeping me from hitting my quotas.

You can't hire them and you can't fire them…they don't work for you. All you can do is coach, which can be very difficult if they are far out of town or out of state. At the end of the day, if they have high turnover, aren't motivated, whatever…it's on you.

I made a poor decision, and regret leaving my previous role. But learn more about your deal, maybe you'll have more control somehow.