Channel Development Manager
About The Position
The Channel Development Manager is responsible for recruiting, developing, and enabling high-quality Managed Service Providers (MSPs), VARs, and technology partners throughout the Western Region. This role focuses on expanding Intermedia's partner ecosystem by identifying strategic recruitment opportunities, presenting Intermedia's differentiated UCaaS and CCaaS solutions, and collaborating with internal teams to ensure successful onboarding and long-term revenue growth. The ideal candidate is a proven channel sales professional with an established network in the MSP community, outstanding presentation skills, and a track record of developing successful partner relationships.
Requirements
- 8+ years of successful channel sales, channel development, partner recruitment, or business development experience.
- Proven success recruiting and developing Managed Service Providers (MSPs), VARs, or technology partners.
- Experience selling or supporting one or more of the following: Unified Communications (UCaaS), Contact Center (CCaaS), Microsoft Teams, Business Collaboration Solutions, Cloud Communications, Managed Services.
- Established network within the MSP, VAR, or channel partner ecosystem.
- Demonstrated ability to build revenue-producing partnerships.
- Excellent presentation, communication, and executive relationship-building skills.
- Strong business planning and consultative selling abilities.
- Highly organized with exceptional time management and follow-through.
- Ability to work independently while collaborating across a highly matrixed organization.
Nice To Haves
- Bachelor's degree in Business or related field preferred.
Responsibilities
- Identify, recruit, and develop qualified MSPs, VARs, and technology partners throughout the assigned territory.
- Build and maintain a healthy pipeline of prospective partners using personal relationships, networking, outbound prospecting, referrals, distributors, and industry associations.
- Develop recruitment strategies that align with Intermedia's growth objectives.
- Leverage existing distributor relationships to identify and engage new partner opportunities.
- Present Intermedia's UCaaS, CCaaS, and collaboration portfolio to executive decision-makers.
- Clearly articulate the value of Intermedia's reseller program and competitive differentiation.
- Conduct executive-level business reviews and discovery meetings.
- Develop strategic business plans with partner leadership teams to accelerate revenue growth.
- Coordinate with Sales, Marketing, Onboarding, and Distribution teams to successfully launch new partners.
- Ensure partners complete onboarding milestones and are positioned for long-term success.
- Assist partners in identifying initial sales opportunities and building recurring revenue.
- Monitor partner progress and proactively remove barriers to growth.
- Build trusted relationships with partner owners, executives, and sales leadership.
- Conduct regular business planning and performance reviews.
- Serve as the primary advocate for assigned partners within Intermedia.
- Foster long-term partner engagement and revenue growth.
- Represent Intermedia at industry conferences, partner events, and trade shows.
- Deliver compelling presentations that educate prospective partners on Intermedia's solutions and channel program.
- Promote the Intermedia brand throughout the MSP and channel community.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
