Channel Account Manager - Northeast U.S. & Eastern Canada
Job Summary:
Department: Channel Sales / Partner Ecosystem
Reports To: VP of Channels
Location: Boston, MA or New York, NY (remote, field-based)
Travel: ~50% across the territory
Role Overview
We are seeking a highly motivated Channel Account Manager based in Boston or New York 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 Northeast U.S. and Eastern Canada, 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) and Eastern Canadian markets (e.g., Toronto, Ottawa, Montreal), 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 or New York City, with a valid passport and the ability to travel approximately 50% of the time, including regularly into Eastern Canada.
Why Join Alkira
- Own a high-density, high-opportunity territory spanning two of the U.S.'s top enterprise markets plus Alkira's growing Canadian footprint.
- Launch with the backing of Alkira Connect, a partner program built to help partners grow their own services revenue alongside Alkira's.
- Work alongside a world-class team of networking industry veterans and innovators.
- The salary range for this position is $225,000 - $260,000. Your actual base salary and level will be determined on a case by case basis and may vary based on the following considerations: job-related knowledge, skills, experience, education and location.
