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Entry Level (0-2 years)

Channel Sales Coordinator

This isn't a glamorous sales role, truth be told. You'll be the backbone of our channel team, making sure all the cogs turn smoothly for our partners. Think of it as the air traffic controller for partner deals and enablement. You'll handle the day-to-day admin that keeps our Channel Account Managers (CAMs) focused on selling and our partners happy. It's a fantastic way to learn the ropes of indirect sales, seeing how everything fits together from the ground up.

Job ID
JD-SAMA-JRSCH-001
Department
Sales
NOS Level
Level 3-4
OFQUAL Level
Level 3-4
Experience
Entry Level (0-2 years)

Role Purpose & Context

Role Summary

The Channel Sales Coordinator is here to make sure our sales partners feel supported and that our internal channel team can actually get their jobs done. Day-to-day, you'll be processing deal registrations, getting partners access to the right training, and pulling reports that show how well things are going. You're essentially the glue that holds the partner ecosystem together, sitting between our partners and our internal sales and operations teams. When you do this well, our partners feel valued, deals move faster, and our CAMs can hit their targets. If things go wrong here, partners get frustrated, deals get stuck, and we lose out on revenue. The challenge? It's often reactive, dealing with urgent partner requests while keeping on top of your own tasks. The reward? You'll learn the channel business inside out and become indispensable to the team.

Reporting Structure

Key Stakeholders

Internal:

External:

Organisational Impact

Scope: This role directly impacts the efficiency of our channel sales motion. By ensuring smooth administrative processes and quick partner support, you'll help reduce friction for our partners, speeding up deal cycles and improving overall partner satisfaction. This, in turn, helps our Channel Account Managers hit their revenue targets and strengthens our relationships with key partners. Get it wrong, and you'll create bottlenecks that cost us deals and goodwill.

Performance Metrics

Quantitative Metrics

  1. Metric: Deal Registrations Processed
  2. Desc: The number of partner-submitted deal registrations you review and process.
  3. Target: >50 per month
  4. Freq: Monthly
  5. Example: In October, you processed 62 new deal registrations, ensuring each met our 'Rules of Engagement' criteria before approving.
  6. Metric: SLA Adherence for Partner Queries
  7. Desc: How quickly you respond to and resolve partner queries coming through the portal or email.
  8. Target: 95% within 24 hours
  9. Freq: Weekly
  10. Example: Last week, 48 out of 50 partner support tickets were resolved within our 24-hour target, showing strong responsiveness.
  11. Metric: Partner Onboarding Task Completion Rate
  12. Desc: The percentage of onboarding tasks (e.g., portal access, training assignments) completed for new partners.
  13. Target: 100% within 5 business days of partner sign-up
  14. Freq: Quarterly
  15. Example: For the Q2 cohort of 5 new partners, all 25 onboarding tasks were completed within the specified timeframe, getting them ready to sell faster.
  16. Metric: Data Accuracy in PRM/CRM
  17. Desc: The cleanliness and accuracy of partner records, deal registrations, and contact information you manage.
  18. Target: <2% error rate in audited records
  19. Freq: Quarterly (via spot checks)
  20. Example: An audit of 100 partner records found only one incorrect contact detail, demonstrating excellent data hygiene.

Qualitative Metrics

  1. Metric: Partner Support Quality
  2. Desc: How helpful, clear, and professional your interactions are with partners.
  3. Evidence: Feedback from CAMs and partners (e.g., 'Always quick to help,' 'Explains things clearly'), partners rarely needing to escalate issues you've handled, proactive communication about potential delays.
  4. Metric: Internal Team Collaboration
  5. Desc: How effectively you work with CAMs, Sales Ops, and Marketing to get things done for partners.
  6. Evidence: CAMs consistently saying you're easy to work with, smooth handoffs between teams, proactively offering help when you see a bottleneck, positive feedback in team meetings.
  7. Metric: Process Adherence & Improvement
  8. Desc: Following established processes for deal registration, onboarding, and reporting, and suggesting small ways to make things better.
  9. Evidence: Consistently applying 'Rules of Engagement' without needing correction, flagging inefficiencies you've spotted in a process, suggesting a simpler way to track something.

Primary Traits

Supporting Traits

Primary Motivators

  1. Motivator: Being the Go-To Person for Support
  2. Daily: You enjoy being the first point of contact for partner queries and getting things sorted for them. You get a buzz from helping a partner navigate our systems or find the right resource.
  3. Motivator: Learning How a Business Really Works
  4. Daily: You're keen to understand the mechanics of indirect sales, how revenue is generated through partners, and the intricacies of partner programmes. You see this role as a foundational learning experience.
  5. Motivator: Making a Tangible Impact on Efficiency
  6. Daily: You like seeing processes run smoothly because of your efforts. You take pride in keeping data clean, reports accurate, and tasks completed on time, knowing it helps the whole team.

Potential Demotivators

Honestly, this role can feel a bit like you're constantly reacting to other people's needs. You'll spend a fair bit of time on repetitive tasks, like processing forms or pulling standard reports. You won't be closing big deals or setting strategy. Sometimes, you'll feel like you're just pushing paper, even though that paper is vital.

Common Frustrations

  1. Dealing with partners who haven't read the instructions and ask basic questions you've already answered.
  2. Having urgent requests dropped on you at the last minute, completely messing up your planned day.
  3. The constant need to chase internal teams for information or approvals that partners are waiting on.
  4. Seeing your perfectly clean data get messed up by someone else's input (yes, it happens).
  5. Feeling like you're just an administrator, even though you know your work is important.

What Role Doesn't Offer

  1. Direct sales quota responsibility or big commission cheques (not yet, anyway).
  2. High-level strategic decision-making or setting the direction for the channel programme.
  3. A quiet, predictable routine where nothing ever changes or gets urgent.
  4. The chance to travel extensively or manage high-profile partner relationships independently.

ADHD Positives

  1. The varied nature of daily tasks (processing, reporting, support) can help keep things interesting and prevent boredom.
  2. The need for quick responses to partner queries can align well with a high-energy, responsive work style.
  3. Opportunities to quickly jump between different types of requests, which can be engaging.

ADHD Challenges and Accommodations

  1. **Challenge:** Maintaining focus on repetitive administrative tasks (e.g., data entry, form processing) for extended periods. **Accommodation:** We can structure your day to mix these tasks with more interactive or varied work, or use tools to break down larger tasks.
  2. **Challenge:** Prioritising multiple 'urgent' requests without clear guidance. **Accommodation:** We'll provide clear prioritisation frameworks and regular check-ins to help you manage your workload and clarify what's truly critical.
  3. **Challenge:** Potential for distraction in an open-plan office environment. **Accommodation:** We can offer noise-cancelling headphones, a quieter workspace option when available, or flexible work-from-home days.

Dyslexia Positives

  1. The role often involves visual organisation of data and processes, which can be a strength for many with dyslexia.
  2. Strong verbal communication skills, often found in individuals with dyslexia, are highly valued when interacting with partners and internal teams.
  3. Problem-solving through creative workarounds can be a real asset when dealing with partner issues.

Dyslexia Challenges and Accommodations

  1. **Challenge:** Reading and processing large amounts of text, especially detailed 'Rules of Engagement' documents or partner contracts. **Accommodation:** We encourage the use of text-to-speech software, provide documents in accessible formats, and offer verbal briefings for complex information.
  2. **Challenge:** Writing clear, error-free emails and reports, particularly under time pressure. **Accommodation:** We'll provide templates for common communications, encourage the use of grammar and spell-checking tools, and offer peer review for important external communications.
  3. **Challenge:** Organising and retrieving information from complex digital filing systems. **Accommodation:** We'll ensure clear, consistent naming conventions for files and folders, and provide training on efficient search and organisation strategies.

Autism Positives

  1. The role involves clear processes for deal registration and partner onboarding, which can be reassuring and allow for focused, systematic work.
  2. A strong emphasis on accuracy and adherence to rules (like 'Rules of Engagement') can be a natural fit.
  3. Opportunities to become a subject matter expert on specific processes or systems, providing clear, factual answers to partners.

Autism Challenges and Accommodations

  1. **Challenge:** Navigating ambiguous requests from partners or internal teams, or dealing with unwritten social rules in team interactions. **Accommodation:** We'll provide explicit instructions and clear communication, encourage direct questions, and offer a mentor to help interpret social cues and organisational dynamics.
  2. **Challenge:** Unexpected changes to priorities or processes, which can be unsettling. **Accommodation:** We aim for transparent communication about upcoming changes, provide as much notice as possible, and explain the 'why' behind decisions.
  3. **Challenge:** High social demands in an open-plan office or frequent informal interactions. **Accommodation:** We can offer quieter workspaces, allow for scheduled 'focus time' away from interruptions, and respect preferences for communication methods (e.g., email over impromptu calls).

Sensory Considerations

Our office is a typical open-plan environment, which means there's usually a moderate level of background noise from conversations and keyboards. Visual stimuli are standard for an office, with screens and occasional movement. Social interaction is frequent, especially with CAMs and partners, often through video calls or in person. If you have specific sensory needs, please chat with us – we're keen to make this a comfortable and productive space for everyone.

Flexibility Notes

We're open to discussing flexible working arrangements where possible, including a hybrid model (part office, part home) once you're fully up to speed. We believe a good work-life balance helps everyone do their best work.

Key Responsibilities

Experience Levels Responsibilities

  1. Level: Entry Level (0-2 years)
  2. Responsibilities: Process all incoming partner deal registrations, checking for completeness and adherence to our 'Rules of Engagement' (ROE) before approving or rejecting them. (Get this wrong and we have channel conflict, which is a nightmare.)
  3. Provide first-line support for partner queries related to our Partner Relationship Management (PRM) portal, training access, or basic product information. (Think of yourself as the friendly helpdesk.)
  4. Assist with partner onboarding, which means setting up new partner accounts, granting portal access, and assigning initial training modules. (Getting them started right is key.)
  5. Generate standard weekly and monthly reports on partner performance, deal registration volumes, and enablement progress for the Channel Account Managers. (Yes, it's boring, but vital for tracking.)
  6. Maintain accurate and up-to-date partner records in our CRM and PRM systems, ensuring all contact details and certifications are correct. (Clean data is happy data.)
  7. Coordinate scheduling for Quarterly Business Reviews (QBRs) between CAMs and key partners, including sending invites and preparing basic meeting materials. (You'll be the organiser-in-chief here.)
  8. Learn our channel programme inside out, from partner tiers to Market Development Funds (MDF) guidelines, so you can answer common partner questions effectively. (You'll become a walking FAQ, eventually.)
  9. Supervision: You'll have daily check-ins with your Channel Account Manager (CAM) or a senior team member. Most of your tasks will be clearly defined, and any non-routine decisions or complex partner issues will be reviewed and guided by your supervisor. You won't be flying solo on anything high-stakes.
  10. Decision: Honestly, you'll have very little independent decision-making authority. All deal registration approvals, significant partner communications, or any deviation from standard processes will need to be reviewed and approved by your CAM or a senior team member. You're here to execute, learn, and escalate anything outside of routine tasks. Think of it as 'inform and consult' for almost everything.
  11. Success: You're successful when partner queries are resolved quickly and accurately, deal registrations are processed without errors, and your CAMs feel well-supported. Basically, if you're making their lives easier and keeping things running smoothly, you're nailing it.

Decision-Making Authority

Save 10-15 hours weekly with AI in Channel Sales

Let's be real, a lot of what you do as a Channel Sales Coordinator involves repetitive tasks, data entry, and answering similar questions. Imagine if you could get a bot to do some of that grunt work for you? AI isn't here to replace you; it's here to make your job less tedious and more impactful. You'll have more time to learn, grow, and actually help partners, rather than just pushing paper.

ID:

Tool: Partner Query Assistant

Benefit: Imagine an AI chatbot trained on our entire knowledge base – 'Rules of Engagement', product FAQs, partner programme guides. Partners can ask it questions directly, getting instant, consistent answers. This means fewer emails for you to answer and quicker resolutions for partners, freeing you up for more complex support.

ID:

Tool: Deal Registration Pre-Checker

Benefit: Before you even see a deal registration, an AI can pre-scan it for common errors or missing information. It'll flag incomplete fields, check for basic ROE violations, and even verify partner certification status. This means you spend less time on basic checks and more time on the tricky stuff, or just approving clean deals faster.

ID:

Tool: Automated Report Generation

Benefit: Instead of manually pulling data and assembling standard weekly or monthly reports, an AI can do the heavy lifting. Connect it to our CRM and PRM, and it can automatically generate first drafts of your routine reports, highlighting key metrics and trends. You just review and refine, saving hours every week.

ID:

Tool: Email Drafting & Summarisation

Benefit: Use generative AI to draft initial responses to common partner emails, summarise long email threads, or even help you structure important internal communications. This speeds up your response times and ensures consistent messaging, especially when you're dealing with a high volume of requests.

10-15 hours weekly Weekly time savings potential
You'll typically use 2-3 core AI tools, plus embedded features in our existing platforms. Typical tool investment
Explore AI Productivity for Channel Sales Coordinator →

12-15 specific tools & techniques with implementation guides

Competency Requirements

Foundation Skills (Transferable)

These are the fundamental skills that help you navigate any role, but they're especially important in a support-focused position where you're dealing with multiple stakeholders and processes. Think of them as your toolkit for getting things done and getting along with people.

Functional Skills (Role-Specific Technical)

These are the more specific skills and knowledge you'll need to actually do the job. You won't be an expert from day one, but having a basic grasp of these areas will help you learn quickly and contribute effectively.

Technical Competencies

Digital Tools

Industry Knowledge

Regulatory Compliance Regulations

Essential Prerequisites

Career Pathway Context

We're not expecting you to be a channel expert on day one. What we need is someone with a solid foundation in organisation, communication, and a keen desire to learn the channel business. These prerequisites mean you're ready to absorb information, support the team effectively, and eventually grow into a more senior role.

Qualifications & Credentials

Emerging Foundation Skills

Advancing Technical Skills

Future Skills Closing Note

The key here isn't to become a developer or a data scientist, but to become a highly effective channel professional who can use technology to drive better outcomes. Continuous learning is non-negotiable in this field, and we'll support you every step of the way.

Education Requirements

Experience Requirements

You'll need 0-2 years of experience in a professional office environment, ideally in a support, administrative, or customer-facing role. This isn't about having 'channel sales' experience specifically, but showing you can handle office tasks, communicate professionally, and learn new systems. Experience with CRM software (like Salesforce) or any partner portal is a definite bonus, but not strictly required – we can teach you.

Preferred Certifications

Recommended Activities

Career Progression Pathways

Entry Paths to This Role

Career Progression From This Role

Long Term Vision Potential Roles

Sector Mobility

The skills you'll gain in channel sales are highly transferable across various industries. Whether it's SaaS, hardware, consulting, or services, the principles of building and managing partner ecosystems remain largely the same. You could move into direct sales, sales operations leadership, or even general business development roles.

How Zavmo Delivers This Role's Development

DISCOVER Phase: Skills Gap Analysis

Zavmo maps your current competencies against all requirements in this job description through conversational assessment. We evaluate your foundation skills (communication, strategic thinking), functional skills (CRM expertise, negotiation), and readiness for career progression.

Output: Personalised skills gap heat map showing strengths and priorities, estimated time to competency, neurodiversity accommodations.

DISCUSS Phase: Personalised Learning Pathway

Based on your DISCOVER results, Zavmo creates a personalised learning plan prioritised by impact: foundation skills first, then functional skills. We adapt to your learning style, pace, and neurodiversity needs (ADHD, dyslexia, autism).

Output: Week-by-week schedule, each module linked to specific job responsibilities, checkpoints and milestones.

DELIVER Phase: Conversational Learning

Learn through conversation, not boring modules. Zavmo uses 10 conversation types (Socratic dialogue, role-play, coaching, case studies) to build competence. Practice difficult QBR presentations, negotiate tough renewals, and handle churn conversations in a safe AI environment before facing real clients.

Example: "For 'Stakeholder Mapping', Zavmo will guide you through analysing a complex enterprise account, identifying key decision-makers, and building an engagement strategy."

DEMONSTRATE Phase: Competency Assessment

Zavmo automatically builds your evidence portfolio as you learn. Every conversation, practice scenario, and application example is captured and mapped to NOS performance criteria. When ready, your portfolio supports OFQUAL qualification claims and demonstrates competence to employers.

Output: Competency matrix, evidence portfolio (downloadable), qualification readiness, career progression score.

Discover Your Skills Gap Explore Learning Paths
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