LocationOur Channel Account Manager - TSD & Affiliate will be an integral part of our Sales team in the US. This role is based remotely and can be performed anywhere in the US.

The OpportunityAs a Channel Account Manager, you will own both our TSD partner relationships and our sub-agent recruitment and activation motion.This dual-focus role combines the strategic relationship management and enablement responsibilities of a traditional National Channel Manager with the outbound energy and partner development hustle of a Channel Account Executive. You will serve as the primary point of contact for TSD partners while simultaneously identifying, recruiting, and activating new sub-agents within the TSD ecosystem - building the pipeline and partnerships that fuel DoiT's indirect channel growth.

You are equally comfortable running a structured executive business review with a TSD partner principal and cold-pitching a prospective sub-agent you identified at a partner summit last week. You know the indirect channel inside and out, and you thrive building something from the ground up in a fast-moving environment.
Responsibilities

TSD Partner Relationship Management

• Serve as the dedicated relationship owner for DoiT's TSD partner portfolio, acting as their primary point of contact across commercial, technical, and operational matters.
• Build and maintain deep, trusted relationships with key stakeholders at TSD partners - including partner principals, channel managers, sales teams, and technical leads.
• Conduct regular business reviews with TSD partners to assess performance, align on pipeline, and identify growth opportunities.
• Represent DoiT at partner events, industry conferences, and TSD-hosted summits to strengthen brand presence and deepen relationships.

Sub-Agent Recruitment & Activation

• Identify and target prospective sub-agent partners within the TSD ecosystem, building a robust recruitment pipeline of high-potential agents.
• Lead outbound prospecting efforts through direct outreach, TSD partner events, industry networks, and hyperscaler referrals.
• Own the full activation journey from first contact through signed agreement, onboarding, and first deal - ensuring new sub-agents are set up for early success.
• Maintain accurate tracking of all prospecting activity, partner status, and activation milestones in CRM.

Pitch, Discovery & Pipeline Development

• Lead compelling, confident introductory pitches of DoiT's solutions to prospective sub-agents without requiring technical support in the room.
• Work with the sub-agent on executing customer deal registration for DoiT's solutions.
• Work alongside the Channel Account Executive to track all customer deal registrations and opportunities from qualification through close.

Channel Strategy & Joint GTM

• Develop and execute joint business plans with TSD partners, setting clear revenue targets, milestones, and co-sell activities.
• Influence TSD partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base.
• Collaborate with DoiT's Marketing team on TSD-specific campaigns, events and initiatives.
• Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy.

Partner Enablement

• Work alongside DoiT's Partner Success Team to design and deliver enablement programs equipping TSD partner sales and technical teams to effectively position and sell DoiT solutions.
• Support sub-agent partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations.
• Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to TSD and sub-agent audiences.

Cross-Functional Collaboration

• Act as an advocate internally for both TSD partners and sub-agents - communicating partner needs, deal context, and escalation requests across the organization.
• Provide structured feedback to leadership, Product, and GTM Strategy teams on partner performance, competitive intelligence, and market signals from the field.
• Ensure clean deal registration, CRM accuracy, and pipeline hygiene across all partner-sourced opportunities.

Qualifications

• 7+ years of experience in channel sales, partner management, or indirect channel roles - with demonstrated success managing both TSD/distributor relationships and sub-agent or reseller recruitment.
• Proven ability to operate across both strategic partner management and outbound partner development within the same role or program.
• Deep understanding of TSD business models, channel economics, and the technology distribution landscape.
• Strong knowledge of cloud channel programs and partner ecosystems across AWS, Google Cloud, and Microsoft Azure.
• Proven ability to lead an initial product pitch and structured discovery conversation independently, without requiring technical support.
• Experience working within FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and willingness to develop deep product knowledge is essential.
• Excellent prospecting, relationship-building, communication, and executive presentation skills - equally comfortable opening cold conversations and running senior partner QBRs.
• Highly organized with strong CRM discipline and the ability to manage a high volume of partner relationships and active pipeline simultaneously.
• Self-motivated, entrepreneurial, and energized by building in a fast-moving, remote-first environment.

Are you a Do'er?Be your truest self. Work on your terms. Make a difference.

We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.

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Full-time employee benefits include:

• Unlimited Vacation
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program

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