Job Summary:
Department: Channel Sales / Partner Ecosystem
Reports To: VP of Channels
Location: Boston, MA
Travel: ~50% across the territory
Role Overview
We are seeking a highly motivated Channel Account Manager based in Boston to own and grow Alkira's partner ecosystem across the Northeast U.S. and Eastern Canada (including markets such as Toronto, Ottawa, and Montreal). This role is responsible for recruiting, enabling, and driving revenue through the full range of partner types in the territory - VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers - and for building the cross-border relationships needed to grow Alkira's presence on both sides of the border. The ideal candidate has established relationships with enterprise-focused partners in the Northeast corridor and is comfortable navigating the added complexity of a cross-border, dual-currency territory.
Key Responsibilities
Territory Partner Development
- Recruit, onboard, and manage strategic channel partners across the Boston area including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers.
- Serve as the primary point of contact for territory partners, building relationships from executive sponsors down to field sales and technical teams.
- Build and execute a coverage plan spanning key Northeast metros (Boston, New York, and the broader corridor) prioritizing investment where partner and customer demand is strongest.
Sales Growth & Pipeline Management
- Drive pipeline and revenue growth through joint account planning, demand generation, and co-selling with territory partners.
- Leverage Alkira Connect's Partner Profit Stack - tiered margins, rebates, MDF, and velocity incentives - to accelerate partner-sourced pipeline and time-to-first-deal.
- Maintain accurate partner pipeline and forecast reporting in Alkira's CRM/PRM, providing visibility to channel and regional sales leadership.
Partner Enablement
- Educate and certify partners on Alkira's NIaaS platform, ensuring their sales and technical teams can confidently position, sell, and deliver Connect Services Attach Plays (network modernization assessments, segmentation/compliance design, migration and cutover sprints).
- Execute Alkira's partner program initiatives, incentives, and joint marketing campaigns across the territory.
- Run and support partner trainings, roadshows, and events in both the Northeast U.S. and Eastern Canada.
Collaboration & Market Expansion
- Work closely with Alkira's direct sales, marketing, and sales engineering teams to align on territory channel initiatives and joint opportunities.
- Identify new partner opportunities across target verticals in the Northeast U.S. and Eastern Canada to broaden Alkira's footprint.
- Represent Alkira at partner events, industry conferences, and customer-facing engagements throughout the territory, including travel into Canada as needed.
Qualifications
- 5+ years of experience in channel sales, partner account management, or alliances - preferably in networking, cloud, or SaaS.
- Established relationships with VARs, GSIs, MSPs, TSDs/master agents, or cloud service providers in the Northeast U.S.; experience with Canadian partners or cross-border sales is a strong plus.
- Strong understanding of enterprise IT infrastructure, cloud networking, and partner go-to-market motions.
- Demonstrated success driving revenue through indirect sales and partner-led opportunities.
- Proven ability to develop joint business plans, manage partner programs, and execute go-to-market strategies across a multi-market territory.
- Excellent communication, presentation, and relationship-building skills.
- Highly self-motivated with the ability to thrive in a fast-paced, high-growth startup environment.
- Based in or near Boston with a valid passport and the ability to travel approximately 50% of the time, including regularly into Eastern Canada.
Compensation Disclosure
The anticipated annual base salary range for this position is $96,038 - $160,051 and is based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Disclaimer
The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.
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Please be advised that Alkira, a Lumen Connect Solution does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Alkira, a Lumen Connect Solution, they are not for employment with us but may relate to another company with a similar name.
