General Purpose:The Channel Manager is a strategic, revenue-generating individual contributor responsible for driving new-business growth through indirect sales channels and partner ecosystems. This role exercises independent judgement in developing channel strategies, managing partner relationships, structuring commercial opportunities, and influencing business outcomes across a portfolio of strategic partners. This role owns partner-led sales opportunities from prospecting through close and is accountable for revenue growth, partner performance and customer expansion activities during the first year of the customer lifecycle. This role operates with minimal supervision and requires periodic travel, up to 50%, to support partner engagement, business development activities, and strategic meetings.
Direct Reports: No Essential Duties and Responsibilities: - Enable and manage relationships with sub-agents and channel partners within the partner ecosystem
- Receive and qualify partner-sourced opportunities, coordinating involvement from Solutions Architects (SAs) and overlays as needed
- Develop and independently execute joint account and territory strategies with channel partners by identifying growth opportunities, target markets, and revenue expansion initiatives.
- Lead complex commercial negotiations for indirect customers, and pricing discussion with partners and customers exercising business judgement to balance profitability, customer needs, and long-term growth objectives.
- Enable and co-sell with partners to ensure the organization is the preferred provider and customers receive a consistent commercial experience
- Contribute to the development and refinement of channel program strategies, partner engagement frameworks, and operational processes designed to support scalable growth across indirect sales channels.
- Analyze partner performance metrics, market trends, and territory opportunities to provide recommendations related to channel optimization, partner investment, and strategic growth initiatives.
- Run the full opportunity-to-close cycle on partner-generated leads
- Keep CRM data, forecasts, and deal notes current
Other Responsibilities: - Lead expansion throughout the first year for indirect customers managed through partners
- Deliver concise hand-off documentation and transition accounts to the Commercial Account Executive team after the first year
- Partner with Service Management teams to support overall customer health upon implementation
Required Qualifications: - Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
- 5+ years of Channel sales experience working within the Telecommunications industry
- Professional experience within the Managed Service Provider (MSP) industry is required.
- Experience working with partner ecosystems such as technology service distributors, agents, sub-agents, or similar channel partners.
- Experience supporting partner-driven sales processes and coordinating cross-functional internal resources.
- Proven ability to exercise strategic judgment and influence outcomes during complex partner and customer negotiations within dynamic sales environments.
Preferred Qualifications: - Strong CRM proficiency (Salesforce preferred).
- Demonstrated success in co-selling and partner enablement
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Req: #26-0100
