Join Lansweeper as a SaaS Channel Manager - Strategic VAR
About the Role
As the Strategic Channel Manager VAR (Value-Added Reseller), you will play a critical role in defining and executing Lansweeper’s VAR strategy.
Your mission is to strengthen partnerships, align ambitions, and generate mutual business success for a select group of our most strategic VARs. By leveraging strategic planning, stakeholder management, and co-marketing initiatives, you will drive growth and retention within the VAR ecosystem while enabling our partners to maximize revenue opportunities.

Key Responsibilities

• Business Development and Partner Enablement
• Clearly articulate Lansweeper’s value proposition and co-create strategies to drive mutual growth with VARs.
• Develop existing VAR relationships by understanding their ambitions, installed base, and growth potential.
• Identify and implement upsell opportunities by addressing new legislation or market trends.
• Enable VARs through structured partner programs, internal resources, and training to enhance their capabilities.

1. Strategic Planning and Execution

• Conduct account planning, including mapping each VAR to understand their structure and how Lansweeper fits.
• Collaborate with VARs to draft business plans with clear pipeline expectations, mutual commitments, and KPIs.
• Monitor and adjust business plans to ensure alignment with objectives and pipeline growth.

1. Pipeline Generation and Management

• Measure VAR readiness and willingness to contribute to pipeline creation.
• Drive pipeline generation as a multiplier (e.g., 10x pipeline target) through co-marketing initiatives and collaborative efforts with field marketing teams.
• Ensure consistent pipeline coverage and conversion tracking through tools like Discern.

1. Stakeholder and Relationship Management

• Build and maintain strong relationships with VAR stakeholders across various levels and roles.
• Collaborate closely with sales executives and internal teams to ensure VAR alignment and avoid siloed efforts.
• Act as a trusted advisor to VARs, supporting their efforts to close deals and smaller premium opportunities.

1. Performance and Results Tracking

• Achieve KPIs, including new revenue generation, upsell opportunities, and retention of the existing installed base.
• Monitor and improve win rates by VAR, targeting ratios of 2.5–3x or higher.
• Drive incremental revenue per partner while ensuring VAR satisfaction and long-term engagement.

QUALIFICATIONS

• Strategic and Tactical Expertise: Ability to balance long-term planning with hands-on execution.
• Stakeholder Management: Skilled in engaging with diverse decision-makers and fostering strong relationships.
• Collaborative Mindset: Adept at working cross-functionally with internal teams such as sales, marketing, and product.
• Entrepreneurial Spirit: Self-starter with a proactive and innovative approach to uncovering opportunities.
• Strong Communication: Ability to have impactful conversations with multiple stakeholders across different levels.
• Business Acumen: Deep understanding of VAR business models and market dynamics.
• Networking Skills: Capable of developing and leveraging professional networks to drive success.

• Business Development and Partner Enablement
• Clearly articulate Lansweeper’s value proposition and co-create strategies to drive mutual growth with VARs.
• Develop existing VAR relationships by understanding their ambitions, installed base, and growth potential.
• Identify and implement upsell opportunities by addressing new legislation or market trends.
• Enable VARs through structured partner programs, internal resources, and training to enhance their capabilities