Enterprise Channel Sales Representative
We are seeking a dynamic Enterprise Channel Sales Representative (CSR) focused on driving revenue growth through Independent Software Vendor (ISV) partnerships. The CSR manages a company's relationships with ISV partners to increase revenue through indirect and direct sales channels. CSRs are responsible for identifying, qualifying, recruiting, enabling, and supporting ISV partners to integrate their software with the Claris Platform offerings, ensuring ISVs are motivated and equipped to sell Claris products and services. This role combines relationship building with ISV partners and direct enterprise sales execution. Key duties include developing go-to-market strategies, managing the sales pipeline, providing sales and marketing tools, liaising with product and engineering teams, and monitoring partner performance to achieve mutual growth. The ideal candidate will have a proven track record of managing enterprise deals while building and nurturing strategic partner relationships that create mutual value and competitive advantage.
Description
As CSR, you will be responsible for executing comprehensive channel strategies while managing high-value enterprise sales opportunities. You will serve as the primary liaison between Claris and key ISV partners, creating joint go-to-market strategies that leverage combined capabilities to capture market opportunities and drive mutual success.","responsibilities":"Vendor Relationship Management:
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Develop and maintain strategic relationships with key ISVs
Create and execute joint go-to-market strategies that align ISV partner capabilities with Claris solutions
Navigate partnership agreements, co-marketing arrangements, and revenue-sharing models
Collaborate with ISV sales and GTM teams to identify and develop joint opportunities
Create joint business plans with key partners that establish mutual goals, metrics, and success criteria
Manage partner enablement programs, training initiatives, and certification processes
Monitor partner performance metrics and implement improvement strategies
Represent Claris at partner events, conferences, and strategic planning sessions
Collaborate with marketing teams to develop co-branded materials and demand generation campaigns
Enterprise Deal Management:
Identify, qualify, and develop complex enterprise sales opportunities
Lead comprehensive sales cycles involving multiple stakeholders, technical evaluations, and procurement processes
Develop compelling business cases and ROI analyses for C-level executives
Coordinate cross-functional teams including pre-sales engineers, product managers, and customer success
Navigate complex organizational structures and decision-making processes within enterprise accounts
Manage contract negotiations, pricing strategies, and competitive positioning
Ensure accurate forecasting and pipeline management through CRM systems
Preferred Qualifications
* 7+ years of enterprise software sales experience in relevant industry verticals
Previous experience in channel partner management, alliance development, or business development roles
Experience with complex multi-vendor solution selling and systems integration partnerships
Knowledge of software licensing models, subscription pricing, and enterprise contract structures
Previous experience working with major technology vendors
Demonstrated success in developing new market segments or product categories
Strong analytical skills with experience in sales forecasting and pipeline analysis
Experience in the edu ISV space
Minimum Qualifications
Bachelor's degree in Business, Marketing, Engineering, or related field
5+ years of enterprise B2B software sales experience with consistent quota achievement
3+ years of channel partner or vendor relationship management experience
Proven track record of closing deals exceeding $250K in annual contract value
Experience developing and executing go-to-market strategies with technology partners
Strong understanding of enterprise software procurement processes and decision-making dynamics
Demonstrated ability to build relationships with C-level executives and technical decision makers
Proficiency with CRM systems (Salesforce preferred) and sales analytics tools
Excellent written and verbal communication skills with ability to present to executive audiences
Willingness to travel to for customer meetings, partner events, and conferences
Apple is an equal opportunity employer that is committed to inclusion and diversity. We seek to promote equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or other legally protected characteristics. Learn more about your EEO rights as an applicant .
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