Channel Manager - Central US (Remote)

TPx•,

11h•Remote

About The Position

The Channel Manager is a strategic, revenue-generating individual contributor responsible for driving new-business growth through indirect sales channels and partner ecosystems. The role independently develops channel strategies, manages partner relationships, structures commercial opportunities, and influences business outcomes across a portfolio of strategic partners. It owns partner-led sales opportunities from prospecting through close and is accountable for revenue growth, partner performance, and customer expansion during the first year of the customer lifecycle. The role operates with minimal supervision and requires periodic travel, up to 50%, to support partner engagement, business development, and strategic meetings. The position has no direct reports. It also leads first-year expansion for indirect customers managed through partners, provides hand-off documentation, and transitions accounts to the Commercial Account Executive team after the first year. It partners with Service Management teams to support customer health after implementation.

Requirements

Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
At least 5 years of channel sales experience in the telecommunications industry.
Professional experience in the Managed Service Provider (MSP) industry.
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 in dynamic sales environments.

Nice To Haves

Strong CRM proficiency; Salesforce preferred.
Demonstrated success in co-selling and partner enablement.

Responsibilities

Enable and manage relationships with sub-agents and channel partners within the partner ecosystem.
Receive and qualify partner-sourced opportunities, coordinating support from Solutions Architects and overlays as needed.
Develop and execute joint account and territory strategies with channel partners, identifying growth opportunities, target markets, and revenue expansion initiatives.
Lead complex commercial negotiations for indirect customers and pricing discussions with partners and customers, balancing profitability, customer needs, and long-term growth objectives.
Enable and co-sell with partners to help make the organization the preferred provider and ensure a consistent commercial experience for customers.
Contribute to channel program strategies, partner engagement frameworks, and operational processes that support scalable growth across indirect sales channels.
Analyze partner performance metrics, market trends, and territory opportunities and recommend channel optimization, partner investment, and strategic growth initiatives.
Manage partner-generated leads through the full opportunity-to-close cycle.
Keep CRM data, forecasts, and deal notes current.
Lead expansion throughout the first year for indirect customers managed through partners.
Deliver 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.