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Strategic Sales and Channel Lead



Sales & Business Development
Remote · United States
Posted on Saturday, November 11, 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.

Strategic Channel Sales - Headless Partnerships

BigCommerce, named a "Best Place to Work", is looking for a Strategic Channel Account Manager to manage composable partners across content management, search, and product information management.

BigCommerce is the world’s leading cloud e-commerce platform for established and rapidly growing businesses. Combining enterprise functionality, an open architecture and app ecosystem, and market-leading performance, BigCommerce enables businesses to grow online sales with less cost, time, and complexity than on-premise software. BigCommerce powers B2B and B2C e-commerce for more than 60,000 SMBs, 6,000+ enterprise businesses, more than 25 Fortune 1000 companies, and industry-leading brands including Molton Brown, Harvey Nichols, Ted Baker, Royal Dutch Shell, La Perla, HMD Global (Nokia) and BMW.

The Strategic Sales and Channel Lead will plan and execute on channel sales strategy across CMS, search, analytics, and personalization technology partners. You’ll be responsible for sourcing revenue from a broad set of technology partners focused on enterprise e-commerce and lead sales and go-to-market efforts for various headless product initiatives. You will work closely with select Tech Partner categories to manage the enterprise channel lead and sales 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. You will have experience in acquiring, managing, and developing partners.

What you’ll do

  • Build and execute a plan to deliver revenue for and from new BigCommerce headless product initiatives

  • Build and execute a plan to deliver revenue from a select list of headless-commerce focused technology partners across CMS, search, analytics, and personalization categories.

  • In certain scenarios, you’ll own the full sales cycle process for new product initiatives

  • Manage sales success through a metrics-driven approach with excellent pipeline management, forecasting, and salesforce hygiene.

  • Own and optimize co-selling engagements with both referring partner’s sales and SE teams and internal BC team members.

  • Partner with BC Sales to nurture channel-sourced opportunities in the pipeline and optimize conversion to winning partner-referred opportunities.

  • Collaborate with Partners and Partner Marketing to drive joint marketing initiatives through events, activations, and other marketing campaigns.

  • Acquire and onboard new technology partners that align with channel strategy.

  • Work closely with Channel leadership and partner teams to project manage and execute our headless strategy.

Who You Are

  • Successful Software or SaaS Sales Professional

    • 7+ years of software, e-commerce 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 composable or MACH technology related to eCommerce is highly preferred

    • Keen understanding of the e-commerce vendor competitive landscape

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

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

  • Driven Achiever - You thrive on challenges and have a proven history of successfully, 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 role model of sales excellence for the team. Your extensive experience will allow you and others to skillfully negotiate wins internally and externally while maintaining strong relationships.

  • Master Communicator - You provide the information people 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 for improvements in 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 quickly develop and maintain schedules.

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

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

  • Flexible - You not only cope with change, you 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 basic understanding of HTML, CSS, and modern web frameworks including but not limited to Next.js. 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 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
$119,900$165,000 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