How to hire a channel sales representative

How to hire a channel sales representative, step by step

Here's a step-by-step channel sales representative hiring guide:

• Step 1: Identify your hiring needs
• Step 2: Create an ideal candidate profile
• Step 3: Make a budget
• Step 4: Write a channel sales representative job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new channel sales representative
• Step 8: Go through the hiring process checklist

What does a channel sales representative do?

Post a channel sales representative job for free, promote it for a fee

Post free

1. Identify your hiring needs

   Before you post your channel sales representative job, you should take the time to determine what type of worker your business needs. While certain jobs definitely require a full-time employee, it's sometimes better to find a channel sales representative for hire on a part-time basis or as a contractor.

   Determine employee vs contractor status

   Is the person you're thinking of hiring a US citizen or green card holder?

   Yes

   No

   A channel sales representative's background is also an important factor in determining whether they'll be a good fit for the position. For example, channel sales representatives from different industries or fields will have radically different experiences and will bring different viewpoints to the role. You also need to consider the candidate's previous level of experience to make sure they'll be comfortable with the job's level of seniority.

   This list presents channel sales representative salaries for various positions.

   Type of Channel Sales Representative	Description	Hourly rate
   Channel Sales Representative	Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.	$21-46
   Territory Representative	A territory representative is responsible for selling the company's goods and services within a designated area, negotiating offers with potential clients, and identifying business opportunities according to market trends and customer demands. Territory representatives analyze the sales performance and strategize techniques to reach sales targets by coordinating with the whole sales team... Show more	$14-24
   Sales Development Representative	A sales development representative qualifies leads at the sales funnel's initial stages. Sales development representatives need to conduct research for prospective clients and qualify the leads before handing them to the sales team... Show more	$16-37

   Show more

2. Create an ideal candidate profile

   Common skills:

   • Lead Generation
   • Direct Sales
   • Channel Sales
   • Sales Cycle
   • Sales REP
   • Channel Development
   • Indirect Sales
   • C-Level
   • Sales Process
   • CRM
   • Salesforce
   • Customer Satisfaction
   • Enterprise Sales
   • Business Development

   Check all skills

   Responsibilities:

   • Adopt new CRM software to manage existing customers while providing training on update systems.
   • Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
   • Maintain accurate up-to-date activity and opportunity reports in Microsoft CRM software.
   • Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
   • Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.

   More channel sales representative duties

3. Make a budget

   Including a salary range in your channel sales representative job description helps attract top candidates to the position. A channel sales representative salary can be affected by several factors, such as geography, experience, seniority, certifications, and the prestige of the hiring company.

   For example, the average salary for a channel sales representative in Tennessee may be lower than in Nevada, and an entry-level channel sales representative usually earns less than a senior-level channel sales representative. Additionally, a channel sales representative with certifications may command a higher salary, and working for a well-known company or start-up may also impact an employee's pay.

   Average channel sales representative salary

   $66,190yearly

   $31.82 hourly rate

   ---

   Entry-level channel sales representative salary

   $45,000 yearly salary

   Updated December 17, 2025

   Average channel sales representative salary by state

   Rank	State	Avg. salary	Hourly rate
   1	Nevada	$89,021	$43
   2	Virginia	$86,382	$42
   3	Maryland	$80,514	$39
   4	Washington	$78,950	$38
   5	New York	$78,196	$38
   6	Oregon	$77,562	$37
   7	California	$74,504	$36
   8	Utah	$69,168	$33
   9	North Carolina	$69,083	$33
   10	District of Columbia	$67,163	$32
   11	Indiana	$65,351	$31
   12	Texas	$64,967	$31
   13	New Jersey	$64,760	$31
   14	Pennsylvania	$64,244	$31
   15	Michigan	$62,656	$30
   16	Ohio	$62,643	$30
   17	Florida	$59,328	$29
   18	Illinois	$58,180	$28
   19	Minnesota	$57,788	$28
   20	Colorado	$57,761	$28

   Average channel sales representative salary by company

   Company

   Rank	Company	Average salary	Hourly rate	Job openings
   1	Microsoft	$122,467	$58.88	18
   2	Florida Power and Light	$101,057	$48.59	2
   3	Kaseya	$87,645	$42.14
   4	Deloitte	$86,246	$41.46	132
   5	National Grid plc	$76,135	$36.60
   6	Oracle	$75,455	$36.28	2,010
   7	Bath & Body Works	$72,443	$34.83
   8	BigCommerce	$71,806	$34.52	1
   9	Gustave A. Larson	$64,812	$31.16	15
   10	Minco	$60,754	$29.21
   11	Expedient	$57,747	$27.76	9
   12	Payzer	$51,423	$24.72
   13	MedPro Disposal	$50,465	$24.26	3
   14	Robert Half	$50,121	$24.10	25
   15	England Logistics	$49,625	$23.86	2
   16	ADP	$49,480	$23.79	323
   17	Paychex	$49,263	$23.68
   18	LD Products	$48,821	$23.47
   19	Burrell Behavioral Health	$35,770	$17.20

4. Writing a channel sales representative job description

   A channel sales representative job description should include a summary of the role, required skills, and a list of responsibilities. It's also good to include a salary range and the first name of the hiring manager. To help get you started, here's an example of a channel sales representative job description:

   Channel sales representative job description example

   Job DescriptionVyond is looking for a results-oriented Channel Sales Enablement Representative to drive the activities of new and existing distributor, reseller, and VAR relationships. This role requires a candidate who is self-motivated, a problem-solver, quick learner, is eager to grow and execute, collaborates well with various functional teams, and can build strong rapport within a partner organization.
   
   ESSENTIAL DUTIES & RESPONSIBILITIES:

   • Drive sales focus and enablement of assigned Vyond resellers
   • Build relationships with partner teams to develop incremental sales opportunities & joint solution-driven go-to-market plans that drive profitable revenue for the partner
   • Build Vyond brand awareness with partners, to include regular (weekly) presence to develop relationships and evangelize Vyond with partner sales and marketing teams
   • Arrange and conduct partner sales and technical training to educate, motivate, and engage sales and technical teams
   • Proactively manage potential channel conflict through excellent communication, both internally and externally, and through strict adherence of channel rules of engagement
   • Conduct quarterly Business Reviews with assigned channel partners
   • Work cross functionally with the Marketing, Sales, and Customer Success teams to implement business development initiatives
   • Manage onboarding and general enablement activities with channel partners
   • Must be available to remotely manage meetings in various global time zones such as, but not limited to, North America, South America, EMEA, APAC, and India

   REQUIREMENTS, QUALIFICATIONS, SKILLS & ABILITIES:

   • 3-5 years of related work experience
   • SaaS or B2B experience preferred
   • Demonstrated success in the creation of channel strategies and successful execution of channel business plans, including sales, marketing, and go-to-market programs
   • Strong negotiation skills and experience managing resellers and partners
   • Excellent written and verbal communication skills
   • High emotional intelligence
   • Intuitive selling abilities
   • Personable and persistent
   • Positive and motivated self-starter with minimal need for direction
   • Highly organized – ability to multitask, prioritize and manage time effectively
   • Driven by a desire to achieve meaningful and measurable results
   • Excellent problem-solving skills and the ability to thrive in a dynamic and passionate “all hands on deck” culture
   • Ability to work effectively as part of a team and independently
   • Fluency in Japanese a plus, but not required
   • College degree preferred, but not required

   Copy this example

   

5. Post your job

   There are various strategies that you can use to find the right channel sales representative for your business:

   • Consider promoting from within or recruiting from your existing workforce.
   • Ask for referrals from friends, family members, and current employees.
   • Attend job fairs at local colleges to find candidates who meet your education requirements.
   • Use social media platforms like LinkedIn, Facebook, and Twitter to reach potential job candidates.

   Post your job online:

   • Post your channel sales representative job on Zippia to find and attract quality channel sales representative candidates.
   • Use niche websites such as salesjobs, salesheads, allretailjobs.com, sales trax.
   • Post a job on free websites.

6. Interview candidates

   To successfully recruit channel sales representatives, your first interview needs to engage with candidates to learn about their interest in the role and experience in the field. You can go into more detail about the company, the role, and the responsibilities during follow-up interviews.

   It's also good to ask about candidates' unique skills and talents to see if they match your ideal candidate profile. If you think a candidate is good enough for the next step, you can move on to the technical interview.

   The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

7. Send a job offer and onboard your new channel sales representative

   Once you've found the channel sales representative candidate you'd like to hire, it's time to write an offer letter. This should include an explicit job offer that includes the salary and the details of any other perks. Qualified candidates might be looking at multiple positions, so your offer must be competitive if you like the candidate. Also, be prepared for a negotiation stage, as candidates may way want to tweak the details of your initial offer. Once you've settled on these details, you can draft a contract to formalize your agreement.

   It's equally important to follow up with applicants who don't get the job with an email letting them know that the position has been filled.

   To prepare for the new employee's start date, you can create an onboarding schedule and complete any necessary paperwork, such as employee action forms and onboarding documents like I-9 forms, benefits enrollment, and federal and state tax forms. Human Resources should also ensure that a new employee file is created.

8. Go through the hiring process checklist

   • Determine employee type (full-time, part-time, contractor, etc.)
   • Submit a job requisition form to the HR department
   • Define job responsibilities and requirements
   • Establish budget and timeline
   • Determine hiring decision makers for the role
   • Write job description
   • Post job on job boards, company website, etc.
   • Promote the job internally
   • Process applications through applicant tracking system
   • Review resumes and cover letters
   • Shortlist candidates for screening
   • Hold phone/virtual interview screening with first round of candidates
   • Conduct in-person interviews with top candidates from first round
   • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
   • Conduct background checks on top candidates
   • Check references of top candidates
   • Consult with HR and hiring decision makers on job offer specifics
   • Extend offer to top candidate(s)
   • Receive formal job offer acceptance and signed employment contract
   • Inform other candidates that the position has been filled
   • Set and communicate onboarding schedule to new hire(s)
   • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)

   Sign up to download full list

   Sign up

How much does it cost to hire a channel sales representative?