Channel Account Manager

BCM One•Blue Bell, PA

18h•Hybrid

About The Position

BCM One is seeking a Channel Account Manager to spearhead and scale our newly established Whitelabel distribution sales motion, marking a strategic expansion of our go-to-market approach. In this trailblazing role, you will operate in a hybrid hunter and account-manager capacity—driving new MSP and channel partner acquisition through our distributor ecosystem and cultivating those relationships for long-term growth. This role combines hands-on selling, partner relationship management, and program development as you chart new territory for BCM One’s distribution strategy. You will collaborate closely with distributor counterparts and internal teams to define and refine the sales motion, ensure early partner success, and build a scalable program that integrates distribution as a core pillar within our broader sales organization. Your efforts will be instrumental in positioning BCM One at the forefront of this strategic evolution. Work Locations: This is a hybrid or remote optional position with the ability to be based out of one of the following office locations: Grand Rapids, Michigan, Herndon, Virginia, Alpharetta, Georgia, or Blue Bell, Pennsylvania. This position must live and be authorized to work in the United States; it is not eligible for relocation or sponsorship. Travel: 25%- 50% annually within the US.

Requirements

3+ years of experience in channel sales, partner management, or indirect go-to-market roles within technology, SaaS, UCaaS/CCaaS, or telecommunications.
Proven success exceeding revenue targets and growing partner ecosystems.
Experience working with VARs, MSPs, agents, distributors, or similar channel partners.
Proficiency with CRM systems (e.g., HubSpot, Salesforce) and Partner Relationship Management tools.
Bachelor’s degree preferred or equivalent experience.
Strong relationship management and partner influence skills to drive shared goals.
Excellent communication, presentation, and negotiation skills across sales, technical, and executive audiences.
Ability to create and manage joint business plans with measurable results.
Deep understanding of indirect sales models, partner economics, and channel strategies.
Strong organizational skills with the ability to manage multiple priorities and sales cycles in a fast-paced environment.
Data-driven approach with accurate forecasting and disciplined CRM usage.

Nice To Haves

Experience with white-label or wholesale offerings is a plus.

Responsibilities

Achieve or exceed quarterly and annual channel revenue targets through qualified partner-led opportunities.
Identify, qualify, and sign strategic VARs, MSPs, and other channel partners aligned with our growth strategy.
Lead partner onboarding and enablement, including product training, sales processes, marketing, and operational readiness.
Develop and execute joint business plans with partners to drive revenue and go-to-market initiatives.
Provide ongoing sales and technical training, monitor partner performance, and implement growth or corrective plans as needed.
Drive partner-led pipeline via co-selling, demand generation, and coordinated marketing activities.
Support partner opportunities with qualification, sales strategy, and resource alignment.
Maintain accurate CRM data, pipeline forecasting, and compliance with partner programs.
Serve as the primary business contact, fostering strong executive alignment and conducting regular business reviews.
Collaborate cross-functionally to advocate for partner needs and communicate updates on products, pricing, and programs.