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Salary: USD 90,000 - 100,000 / annual
ButterflyMX is seeking a Channel Territory Manager to own and grow the company's integrator and reseller partner network across the Western territory. This is a quota-carrying revenue role focused on channel sales and partner management, not direct end-customer sales.
The CTM will quarterback the full partner lifecycle: identifying and signing target integrators (Tier 1 whale hunting), moving existing partners up the Bronze/Silver/Gold tier ladder, and developing commercial vertical opportunities. The role requires deep fluency in partner economics—P&L, truck rolls, RMR, labor margin, and install economics—and the ability to speak the integrator's language.
Key responsibilities include:
- Own and grow partner relationships across all tiers in the West Coast territory
- Run three core motions: whale hunting (signing new Tier 1 integrators), tier progression activation, and commercial vertical development
- Identify target integrators using project intelligence (ConstructConnect, install history, competitive displacement)
- Build joint business plans with Gold and Silver partners; run quarterly business reviews focused on unit economics and software margin trajectory
- Partner with internal account executives on co-sell motions, honoring deal registration and maintaining Salesforce attribution discipline
- Travel in-territory (~50%) to partner offices, job sites, regional trade shows, and industry events
- Maintain accurate partner records, pipeline, and forecast in Salesforce; deliver weekly pipeline briefs and quarterly territory scorecards
The ideal candidate brings 3+ years in quota-carrying channel sales, partner management, or business development, ideally with security, access control, video surveillance, low-voltage, or IT VAR experience. Existing West Coast integrator relationships, consultative relationship-first sales motion, Salesforce fluency with attribution rigor, and commercial vertical exposure are highly valued. The role requires comfort engaging at all levels of partner organizations (owner to install tech to CFO), strong written and verbal communication, and ability to work independently against quarterly milestones.
