National Channel Account Manager - Telecom Services Distributor (TSD) Channel Department: Channel Sales / Partner Ecosystem Reports To: VP of Global Channels Location: Field-based / Remote (U.S.) Travel: ~50% Role Overview We are seeking a highly motivated Channel Account Manager to own and grow Alkira's relationships within the Telecom Services Distributor (TSD) / master agent channel - including partners such as technology solutions brokerages, master agencies, and their affiliated sub-agents. This role is responsible for recruiting, enabling, and driving revenue through TSD partners and their agent networks, positioning Alkira's Network Infrastructure-as-a-Service platform alongside the connectivity, security, and cloud solutions these partners already sell. The ideal candidate has hands-on experience navigating the TSD/master agent model and a track record of turning distributor relationships into predictable, recurring indirect revenue. Key Responsibilities TSD & Master Agent Development - Recruit, onboard, and manage strategic TSD and master agent relationships, along with their sub-agent and referral partner communities. - Serve as the primary point of contact for assigned TSD partners, building relationships with supplier managers, sales leadership, and agent-facing teams. - Position Alkira within TSD supplier portfolios and ensure Alkira is a preferred networking/NIaaS option presented to sub-agents. Sales Growth & Pipeline Management - Drive pipeline and revenue growth through joint account planning, demand generation, and co-selling with TSD partners and their agents. - Support and participate in TSD roadshows, sales summits, and agent trainings to build pipeline across the sub-agent base. - Maintain accurate partner pipeline and forecast reporting, providing visibility to sales and channel leadership. Partner Enablement - Educate TSD supplier managers and sub-agents on Alkira's Networking Infrastructure as-a-Service solution, ensuring they can confidently position, sell, and support the platform. - Deliver product and sales training, certifications, and enablement content tailored to the agent community. - Execute Alkira's partner program initiatives, spiffs/incentives, and joint marketing campaigns to drive partner engagement and mindshare. Collaboration & Market Expansion - Work closely with Alkira's direct sales, marketing, and technical/sales engineering teams to align on channel initiatives and joint opportunities. - Identify new TSD, master agent, and sub-agent opportunities in target verticals and regions to broaden Alkira's indirect market reach. - Represent Alkira at TSD-hosted events, conferences, and partner summits. Qualifications - 5+ years of experience in channel sales, partner account management, or alliances - preferably in networking, cloud, or SaaS. - Direct experience working within the TSD / master agent / sub-agent ecosystem (e.g., technology solutions distributors and agent networks) is strongly preferred. - Strong understanding of enterprise IT infrastructure, connectivity, and cloud networking, along with the broader partner ecosystem. - Demonstrated success driving revenue through indirect sales and partner-led opportunities. - Experience working with VARs, service providers, and distributors in addition to TSDs. - Proven ability to develop joint business plans, manage partner programs, and execute go-to-market strategies. - Excellent communication, presentation, and relationship-building skills. - Highly self-motivated with the ability to thrive in a fast-paced, high-growth startup environment. - Ability to travel approximately 50% of the time. Why Join Alkira - Be part of a high-growth company pioneering the future of network infrastructure as-a-service. - Work alongside a world-class team of networking industry veterans and innovators. - Opportunity to shape Alkira's TSD/master agent channel strategy at a formative stage. - The salary range for this position is $245,000 - $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. #LI-DNI