Channel Account Manager

IT Solutions Consulting

About The Position

The Channel Account Manager will be responsible for driving channel-sourced revenue by building, managing, and expanding relationships with Master Agents, sub-agents, and Technology Services Distributors (TSDs). This role focuses on recruiting and enabling new partners, deepening engagement with existing agents, and executing joint selling strategies to position managed services, cloud, cybersecurity, and related solutions within the channel ecosystem. Success in this position requires leveraging established relationships, influencing without authority, and aligning channel initiatives with broader sales and marketing strategies.

Requirements

Deep understanding of agent-based selling motions, including deal registration and protection, partner enablement and onboarding, joint selling strategies, and MDF utilization
Ability to educate agents on ideal customer profiles, differentiated MSP value propositions, and vertical-specific use cases
Strong working knowledge of TSD ecosystems, processes, and reporting
Data-driven approach to managing partner performance, pipeline health, and conversion metrics
Strong understanding of recurring revenue models, including MRR, churn, margin, and lifetime value
Comfortable engaging at the owner, executive, and principal level of partner organizations
Track record of being viewed as a trusted partner within the agent community
Strong oral and written communication skills
Effective time management and multi-tasking skills
Maintains the ability to stay organized and be detail-oriented
Demonstrates a passion for solving problems or helping others and take the initiative in driving continuous improvement/execution excellence
Exceptional organizational skills, including the ability to self-manage and multi-task effectively and accurately in a fast-paced and dynamic environment
7+ years of B2B channel sales experience within a Managed Service Provider (MSP), cloud, telecom, or technology services organization
Direct, hands-on experience working with Master Agents, sub-agents, and Technology Services Distributors (TSDs) (e.g., Intelisys, Avant, Telarus, ScanSource, AppDirect, etc.)
Proven success building, managing, and growing channel revenue through agent-led and partner-sourced opportunities
Established, active relationships with Master Agents, sub-agents, and TSD partner managers that can be leveraged immediately
Demonstrated ability to recruit, enable, and activate new channel partners while deepening performance with existing agents
Experience positioning managed services, cybersecurity, cloud, UCaaS, connectivity, and/or SaaS solutions through the channel
Demonstrated ability to influence without authority across independent agents, Master Agent leadership, and TSD partner teams
Proven ability to forecast channel pipeline and bookings accurately
Experience aligning channel strategy with direct sales teams, marketing initiatives, and vendor/distributor programs

Responsibilities

Build and scale channel-generated revenue through Master Agents, sub-agents, and Technology Services Distributors (TSDs).
Deliver and exceed sales goals for specific and targeted partner accounts.
Serve as the primary point of accountability for channel performance and partner engagement.
Activate existing relationships with Master Agents, sub-agents, and TSD partner managers to drive immediate impact.
Recruit, enable, and onboard new channel partners while deepening engagement with existing agents.
Position managed services, cloud, cybersecurity, UCaaS, connectivity, and SaaS solutions as strategic offerings within the channel ecosystem.
Execute joint selling and co-selling strategies with partners to accelerate deal flow.
Manage deal registration, partner protection, and MDF utilization to support partner campaigns.
Educate agents on ideal customer profiles, differentiated MSP value propositions, and vertical-specific use cases.
Forecast channel pipeline and bookings accurately, ensuring alignment with revenue targets.
Collaborate with internal teams, including direct sales and marketing, to align channel strategy with broader business objectives.
Maintain a disciplined partner management cadence, including regular performance reviews and pipeline health checks.
Operate as a trusted advisor within the agent community.
Build executive-level relationships acting as a liaison between the company and its channel partners, communicating key product updates and marketing initiatives.
Leverage data-driven insights to optimize partner performance and conversion metrics.
Provide regular updates to leadership on status of existing partners and recruitment of new partners.
Represent the company with credibility and executive presence.