Channel Account Manager - Telecom Services Distributor (TSD) Channel

Alkira • San Jose, CA

1d • Remote

About The Position

Alkira is reinventing networking for the cloud and AI era. Founded in 2018 by Amir and Atif Khan — the team behind Viptela and the founding of the SD-WAN market — Alkira delivers Network Infrastructure as-a-Service (NIaaS), the first unified network infrastructure platform offering on-demand, fully managed hybrid and multi-cloud connectivity. The platform integrates SD-WAN, firewalls, and SASE services, and delivers end-to-end visibility, governance, and security — all without hardware or do-it-yourself software. Alkira is trusted by Fortune 100 enterprises, leading system integrators, and managed service providers, and is part of Lumen Technologies. 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.

Requirements

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed