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Channel Sales Representative - ERP Partners



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See open jobs at BigCommerce.
Sales & Business Development
Austin, TX, USA
Posted on Friday, May 12, 2023

BigCommerce’s mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.

We are equally passionate about growing our employee’s careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.

BigCommerce, voted a Great Place to Work in 2023, is disrupting the e-commerce industry as the SaaS leader for fast- growing, mid-market businesses. We enable our customers to build intuitive and engaging stores to support every stage of their growth and we are looking for a Channel Sales Representative - ERP Partners.

Our Channel Sales Representative is responsible for recruiting, onboarding, and managing value added reseller (VAR) relationships. You will be an important contributor to the Strategic Business Development team and work closely with Sales and our valued ERP partners to manage the channel pipeline and go-to-market activities that bring new clients to the BigCommerce platform. Your passion and success will help enable our mission to democratize commerce and change people’s lives through our platform.

What you’ll do

  • Drive net new BigCommerce revenue by recruiting, onboarding, and managing Back Office Technology Partner VARs
  • Define, manage, and publish VAR success metrics on a weekly basis. Manage and forecast sales pipeline of all referrals from VARs.
  • Work closely with the BigCommerce Sales, Product, and Client Success teams (Onboarding and Account Management) to ensure smooth sales cycle (co-selling with VARs) and onboarding experiences of our joint merchants (including engaging with ERP-focused BC agencies)
  • Collaborate with Partner Marketing to develop and implement effective go-to-market strategies with Strategic VARs and programmatic communication with the larger VAR ecosystem. Liaison with VAR Marketing orgs to conduct account based marketing campaigns to maximize BC exposure to VAR customers and prospect base.
  • Actively participate and represent BigCommerce in all industry related conferences and events, and partner onsites.
  • Become subject-matter-expert and deliver ongoing presentations to enable new VARs and act as the main point of contact for all VAR escalations.

Who You Are

  • Successful Software or SaaS Sales Professional

    • 5+ years of software, eCommerce, or SaaS sales experience with a focus on consultative solutions selling in a rapidly growing and fast-paced environment

    • 3+ years experience in a quota based Channel Sales

    • Experience working in a Recurring Revenue or SaaS organization

    • Expertise and experience working with payments technology related to eCommerce is highly preferred

    • Keen understanding of the eCommerce vendor competitive landscape

    • Bachelor’s degree, ideally in business or a similar field preferred.

    • Strong project management skills. Ability to prioritize activities and remain focused on strategic objectives while meeting tactical objectives ​

  • Driven Achiever - You thrive on challenges and have a proven history of successfully and consistently achieving revenue goals and objectives within a complex client acquisition-driven business, preferably in the mid-market or enterprise space.

  • Action Oriented - You have a passion for getting things done, carry out responsibilities with minimal direction, enjoy working hard, are full of energy for challenges, and seize opportunities more than others.

  • Sales Star and Master Negotiator - You are a great salesperson with sales methodology knowledge who will be the team's role model of sales excellence. Your extensive experience will allow you and others to negotiate wins skillfully, internally and externally, while maintaining strong relationships.

  • Master Communicator - You provide the information to the right people at the right time in the right way, adjusting your approach to fit the audience and setting (one-on-one, small and large groups, peers, direct reports, and leaders inside and outside the organization). Excellent communication (written and verbal), presentation, and client/partner relationship skills are critical. You will have one or more foreign languages, including French, Italian, German, and Spanish.

  • Customer Focused - You have a passion for eCommerce and helping businesses become wildly successful and are dedicated to meeting the expectations and requirements of internal and external customers. You get first-hand information and use it to improve products and services, act with customers in mind, and establish and maintain effective relationships with customers, gaining their trust and respect.

  • Strategist - You have perspective and can see and discuss multiple aspects and impacts of issues and project them into the future, recognize what can/should be done now to affect future performance, and see and understand the challenges between the current and the ideal situation.

  • Business Acumen - You know what to prioritize, creatively solve complex problems, and use data to make decisions. You have a deep level of knowledge about how businesses work, keep up with relevant practices and trends, and know the competition.

  • Organized - You can marshal the resources you need to get things done, simultaneously manage multiple priorities and/or projects, and deliver key milestones on time.

  • A Planner - You have strong attention to detail, accurately scope out the length and difficulty of tasks and projects, anticipate and adjust for problems and roadblocks, and easy development and maintain schedules.

  • Collaborative - You have demonstrated success working cross-functionally in matrixed organizations. and have the ability to forge strong bonds and work collaboratively with key external and internal partners across Product Development, Channel, Marketing, and other sales channels.

  • Composed - You know how to remain collected in a fast-paced, high-pressure, dynamic environment and carry out responsibilities with minimal direction.

  • Flexible - You not only cope with change but also thrive on it and can shift gears comfortably.

  • Personable - You are a high-energy professional with a resiliently positive attitude and deep personal confidence that exudes a strong sense of teamwork by working effectively, respectfully, and efficiently with all team members.

  • Technically Adept - You pick up on technical things quickly, enjoy learning new skills and knowledge, and are adept at staying ahead of the curve on relevant industry, company, product, or technical knowledge. You have a deep understanding of and CRM best practices. Ideally, you have a basic understanding of HTML, CSS, and internet technologies (shopping carts, web hosting, email, and online marketing tools). Technical knowledge and/or the ability to write code is a plus.

  • Courageous and Ethical - You possess professional courage, steadfastly persevere through challenges, are ambitious while humble, have high standards for ethics and integrity, and do the right things the right way.

  • Travel Flexible - Ability to travel domestically or internationally as needed. This job may require upwards of 25% travel to meet with partners, which may require overnight stays or week-long stays at locations (depending on the project).



Not all candidates will be eligible for the upper end of the salary range (or have the minimum apply to them), but rather, the exact salary will be dependent on the successful candidate’s location, relevant knowledge, skills, and qualifications.
Targeted salary range
$89,700$151,700 USD
Diversity, Equity & Inclusion at BigCommerce
Our employees make the difference. At BigCommerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.

Learn more about the BigCommerce team, culture and benefits at

This job is no longer accepting applications

See open jobs at BigCommerce.