Channel Sales Executive

About SmartBug Media

SmartBug Media is a leading agency renowned for its expertise within the HubSpot ecosystem. Recognized as HubSpot North American Partner of the Year, we are a fully remote team dedicated to delivering exceptional client outcomes. Our culture is built on deep expertise, strong relationships, and a commitment to driving real, measurable growth for our clients. We believe great work thrives in an environment where talent is valued, regardless of location.

About the Role

The Channel Sales Executive will be instrumental in cultivating strategic relationships within the HubSpot organization to drive revenue through co-selling. This role demands a comprehensive understanding of the HubSpot ecosystem, channel sales dynamics, and a passion for becoming the go-to solutions partner for HubSpot Growth Specialists and Service Consultants. You will act as a vital link between SmartBug and the HubSpot sales team, enabling them to close more software deals faster.

Responsibilities

• Develop and execute engagement strategies across HubSpot's SMB, Mid-Market, and Corporate Sales segments.
• Conduct regular account mapping sessions with HubSpot to identify overlapping target accounts and coordinate joint outreach.
• Analyze data to pinpoint opportunities where SmartBug's specialties align with HubSpot's goals.
• Present clear pipeline forecasts and channel health reports to internal leadership and external Partner Development Managers (PDMs).
• Represent SmartBug Media at key industry events like INBOUND.
• Serve as the primary point of contact for a portfolio of HubSpot Growth Specialists, fostering strong, trusting co-selling relationships.
• Prioritize rapid response to "Partner Assisted" leads, recognizing the critical importance of speed-to-lead.
• Act as a strategic partner in sales calls, effectively bridging technical requirements with business value.
• Articulate the agency’s core competencies and specialized solutions to the HubSpot sales organization.
• Navigate and resolve conflicts professionally to maintain long-term partnership prioritization.
• Drive full-cycle revenue generation with a personal goal of $1M+, managing the sales process from introduction to contract execution.
• Maintain rigorous pipeline hygiene and data integrity within HubSpot, applying strict qualification criteria.
• Commit to continuous learning about the HubSpot platform and product updates.
• Inspire confidence through demonstrated HubSpot acumen and industry expertise.

Required Skills & Experience

• Education: Bachelor’s degree or equivalent professional experience.
• Experience: 3+ years of experience selling with or through a software partner ecosystem.
• Knowledge: Deep understanding of the HubSpot corporate structure, ecosystem hierarchy, and ability to navigate roles and motivations.
• Partnership Approach: Proven ability to act as a trusted advisor and supportive partner, with a strategic mindset focused on long-term relationship capital.
• Sales Skills: Strong proficiency in consultative selling, with the ability to manage complex negotiations and close high-value contracts.
• Technical Skills: Ability to conduct high-impact solution demos.
• Power Skills: Excellent written and verbal communication, presentation skills, consultative selling, project management, and proven ability to work independently and collaboratively.

Preferred Qualifications

• Experience working at a HubSpot partner agency.
• HubSpot Software Certifications.
• Existing relationships within the HubSpot sales organization.