Channel Partner Manager

ZIRO

27d•Remote

About The Position

ZIRO is a leader in Unified Communications, helping customers deliver modern voice through Teams Phone and Microsoft 365. We help companies migrate, automate and manage their phone systems with industry-leading technology and decades of expertise with enterprise calling. Our platform simplifies the complex, helps IT teams move faster, and deliver a unified experience to every user. We’re a growing, people-first team that values accountability, courage, innovation, passion, selflessness and good judgment. We are on the mission to make every conversation count, and you can be too! We’re looking for dynamic Channel Partner Manager to help us grow. As a Channel PM, you will build, enable, and grow high-impact relationships with MSPs, CSPs distribution partners that drive scalable revenue, increase customer adoption, and extend the reach of our ZIRO Platform. You’re a connector, a strategist, and a relationship builder. You love enabling others to win—and you know how to build and grow partner ecosystems that scale. Whether it’s an MSP, a CSP, or a large distributor, you know how to get in sync with partners, align incentives, and unlock mutual growth. You bring structure to chaos, deliver results without needing to be micromanaged, and see every partner interaction as an opportunity to create value. You’re energized by collaboration and aren’t afraid to roll up your sleeves. You’ve managed channel partners before and know what great enablement looks like. You think strategically, move quickly, and build lasting relationships grounded in trust and shared success.

Requirements

Experience: 3+ years in a partner management, channel sales, or alliances role—ideally working with MSPs, CSPs, distributors, or telcos.
Sales & Strategy Skills: You understand how to drive pipeline and influence revenue through indirect sales motions. You’ve built business plans with partners, run QBRs, and driven measurable growth.
Relationship Building: You’re comfortable engaging across executive, sales, and technical teams—both internally and externally.
Enablement Know-How: You’ve onboarded, trained, and equipped partners to be successful with tools, messaging, and go-to-market programs.
Business Acumen: You understand partner profitability, deal registration, margin structures, and can speak the language of revenue.
Collaboration: You’ve worked closely with internal sales, marketing, product, and legal teams to drive partner impact.
Systems Savvy: Comfortable using CRM and PRM platforms to track, manage, and report on partner performance.
Drive: You’re proactive, accountable, and excited to take ownership of building something that scales.

Responsibilities

Identify, recruit, and qualify new partners (MSPs, CSPs, Distributors, and Telcos).
Maintain a segmented partner ecosystem based on capability, industry focus, or strategic fit.
Lead the onboarding process and ensure partners ramp quickly.
Deliver or coordinate training (sales, product, technical), and support enablement efforts including sales positioning and objection handling.
Equip partners with tools, collateral, and resources to confidently represent ZIRO.
Drive partner-sourced and partner-influenced revenue by facilitating joint selling efforts.
Support co-selling, lead-sharing, and joint account planning.
Manage MDF allocations and co-marketing initiatives that generate demand.
Serve as the primary point of contact for assigned partners.
Conduct quarterly business reviews to evaluate performance and uncover opportunities.
Resolve partner challenges and deepen strategic alignment.
Ensure partner adherence to program requirements including branding, certifications, and deal reg processes.
Drive adoption of partner portal and tools.
Monitor and enforce program participation and performance.
Partner with internal stakeholders (sales, marketing, product, success) to align efforts and support partner growth.
Act as the voice of the partner within ZIRO—bringing insights back to influence our strategy.
Track KPIs including partner pipeline, revenue, enablement status, and activity.
Maintain up-to-date records in CRM/PRM systems.
Deliver performance insights and recommendations to leadership.