Learn about the Certificate in Channel Management.

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Do you already have a channel-specific business qualification? Stand out from the crowd with a Certificate in Channel Management to convince future employers of your commitment to the profession when you are applying for channel sales manager jobs.  

The Channel Institute is an industry-wide initiative within the global technology sector to standardize and advance the channel business profession. Our certificate courses are industry accredited by an Industry Advisory Council, which is comprised of the most senior channel leaders at the worlds largest technology employers.  

The Certificate in Channel Management is a channel sales and management training course that provides a strong foundation in the core concepts of channel sales management. This qualification proves to both current and future employers that you have the knowledge they need to build a successful channel management team. Most importantly it demonstrates your commitment specifically to the channel profession when applying for channel sales jobs. Once you have completed the course and passed the online exam you will hold the title of Certified Channel Manager with the Channel Institute, and receive both a certificate and logo to display as you wish.  

This course is ideal for those new to the channel sales profession. Many channel management executives come to the profession via field or inside sales roles. Without formal training in channel account sales management they are immediately at a disadvantage. 

This channel manager sales training course provides an in-depth understanding of both the fundamentals and best practices in managing and developing channel partners. From industry terminology to learning best practices in everything from partner enablement and development to channel recruitment, you’ll learn the fundamentals you need to excel at your channel sales manager role. The courses and examinations are all 100% online so you can fit your learning plan around your work schedule.  

This course has been developed specifically for:  

• Channel Sales Managers at vendor companies.  
• Those new to channel management, or those applying for channel sales management jobs for the first time.  

“The Channel Institute is a great way to unify channel thought leadership from across the technology industry worldwide, driving best practices in channel management and channel marketing.” Sukhdev Singh, Senior Director, Channel Programs & Partnerships. Microsoft  

“The Channel Institute is driving the development of best practices in technology channel marketing worldwide. This is particularly important for technology resellers that are competing in crowded markets.” Iliyana Stareva, Head of Global Partner Program. Hubspot  

“The Channel Institute is a really interesting initiative to pull together the best practices in channel management and channel marketing from across the technology sector". Mike Walker, Head of Channel Development EMEA. Lenovo  

“The Channel Institute is a compelling approach to developing the channel profession worldwide. I am delighted to lend my knowledge to help the Institute build channel best practices to progress our profession.” Thomas Jensen, VP, Head of Worldwide Partner Sales Strategy. HP  

The course is structured as 10 separate topics as follows:  

Module 1: Foundations & Terminology Discover the fundamentals of channel management, key concepts & terminology required when applying for channel sales manager jobs.  

Module 2: Partner Recruitment  

Learn about ideal partner profiles, assessing new partner candidates and preparing to "Onboard" partners.  

Module 3: Onboarding & Enablement Get a& introduction to the Onboarding and Enablement processes. Learn why these are critical to the success of your partner program.  

Module 4: Partner Business Plans Learn about "JMP" and joint business planning. Review best practices in holding all parties accountable for success. Understand the business impact of adapting plans over time. You will learn all of the fundamentals for a channel sales manager role.  

Module 5: Channel Incentives Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.  

Module 6: Partner Positioning Discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.  

Module 7: Partner Marketing An introduction to the basics of channel partner marketing. Learn how to help your partners develop more effective market segmentation and targeting strategies.  

Module 8: Opportunity Management Review the key concepts of opportunity management. Master the basics of deal registration and lead management.  

Module 9: Channel Data Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.  

Module 10: Channel Relationships Master the basics of relationship management and mitigating channel conflict. Learn how a channel sales manager should build partner loyalty and strong partner relationships.  

Our courses are reviewed and validated by the Industry Advisory Council, comprised of senior channel management thought leaders at major employers worldwide providing expert recommendations. Our syllabus is influenced and directed by these global employers to ensure you have the knowledge that they need. The Channel Institute is also currently undergoing the audit process for ISO29990. This is an internationally recognized standard for providers of learning services. It recognizes that the training provider has formal processes in place to ensure their courses meet the highest standards globally.  

Learn who is on the Industry Advisory Council here: https://www.channelinstitute.com/industry-advisory-council  

Training for the business aspect of the channel profession has historically been ad hoc. Each employer has their own training course, supplemented by various consulting companies providing non-standardized workshops. The Channel Institute aims to bring a more formal, standardized structure to learning for channel business professionals, especially when applying for channel sales jobs. This is why we submit to a vendor-independent Industry Advisory Council to approve our course syllabus.  

Most channel employers already have a volume purchase package organized with the Channel Institute to upskill their channel management teams so before booking, check with your Manager or HR department.  

Do you have questions? Just drop us a note on info@channelinstitute.com and we will respond within 48 hours.  

Other Courses:  

Certificate in Digital Co-Marketing. What are the best practices for digital co-marketing between vendors and resellers? What does the research say is most effective for SMB resellers? This course provides channel professionals and technology resellers with best practices that deliver a competitive edge in digital marketing.  

Certificate in Channel Marketing. The Certificate in Channel Marketing will help you master the core concepts, frameworks and tools of channel marketing. Whether you work with a vendor or a reseller company, this channel marketing training course will enable you to build co-marketing campaigns based on best practices worldwide.  

Certificate in Business Transformation for Technology Resellers. How can technology resellers successfully transition from "on premise" business models to cloud-based subscription ones? What are the best practices worldwide? This course is also very helpful for channel executives applying for senior channel manager sales jobs.

Corporate Training:  

The Channel Institute can also provide custom training on many channel topics for a company’s channel teams or channel partners. Our focus is typically on topics such as channel management and channel marketing training courses.  

Our channel training can take many different formats: • In-person classroom training at your location or ours. • Online, webinar-style training. • Hybrid versions customized to your needs.  

Sometimes channel partners need to simply hear a different voice from a recognized authority. The Channel Institute provides speakers for channel marketing and channel partner events, and provide other support as required.