Channel Sales Manager

Authenticx•Indianapolis, IN

2h•Hybrid

About The Position

Authenticx is hiring a Channel Sales Manager to drive growth across the United States through the Technology Solutions Distributor (TSD) ecosystem. This individual contributor recruits, enables, and manages Trusted Advisors, agents, and consultants who source through major TSDs, particularly Telarus, AVANT, and Bridgepointe, as well as other relevant distributors. The role owns the front of the funnel: building the advisor base, generating qualified opportunities, and handing them to Authenticx’s direct sales team to advance and close with the Trusted Advisor. It requires established relationships across advisor and TSD communities, knowledge of indirect-channel transactions, and the executive presence to represent Authenticx at partner and industry events. The Channel Sales Manager develops and executes a national channel sales plan, manages partner relationships and pipeline, coordinates co-marketing, and reports on performance. The role works across sales, marketing, product, customer success, sales engineering, operations, and executive teams. The preferred work arrangement is hybrid in the Indianapolis office two days per week, though a fully remote U.S.-based candidate may be considered. Local team members may occasionally work onsite in north Indianapolis. Travel is expected; the posting specifies up to 40% in the qualifications and 20–30% for customer, partner, internal meetings, and industry events in Additional Information. Candidates must reside in the United States and be authorized to work there without current or future visa sponsorship. In the first 12 months, success means becoming a recognized representative within named TSDs, activating advisors who produce predictable monthly qualified pipeline for direct sales, and meeting or exceeding year-one pipeline and sourced-revenue targets. Within 24 months, the national channel motion is expected to contribute a meaningful share of new-logo pipeline, build a top-producer cohort across primary TSDs, and expand into adjacent partner communities.

Requirements

At least 5 years of experience in channel sales, partner management, or supplier-side roles within the TSD ecosystem.
Documented, active relationships with TSD leadership and top-producing advisors.
Demonstrated experience selling SaaS, contact center, CX, or analytics solutions through Trusted Advisors and TSDs.
Strong understanding of indirect sales models and how deals are sourced, registered, quoted, contracted, and commissioned in the TSD model.
Excellent communication, negotiation, interpersonal, and on-stage presentation skills.
Ability to analyze data and develop actionable insights.
Comfort working as an individual contributor with significant autonomy and ownership of a national number.
Ability to travel, including to TSD national events, regional roadshows, and advisor-hosted customer events; the posting states up to 40% travel in Qualifications and 20–30% for meetings and events in Additional Information.
Must reside in the USA and be authorized to work in the USA without requiring employment visa sponsorship now or in the future.

Nice To Haves

Bachelor’s degree in business, marketing, or a related field is helpful but not required; equivalent professional experience is accepted in place of a degree.
Prior experience selling into healthcare, payer, provider, or regulated CX environments.
Familiarity with conversation intelligence, speech analytics, or contact center AI platforms.
Existing rapport with Authenticx’s ideal customer profile buyer personas: CX, contact center, and operations leaders in mid-market and enterprise healthcare.
Ability to work hybrid in the Indianapolis office two days per week; fully remote U.S.-based candidates may also be considered.

Responsibilities

Identify, recruit, and activate Trusted Advisors and agencies sourcing through Telarus, AVANT, and Bridgepointe, with additional focus on Sandler Partners, Intelisys, AppDirect, and other TSDs as opportunities arise.
Represent Authenticx at industry events, advisor councils, and supplier showcases to build pipeline and brand affinity.
Onboard and enable new advisor partners on the value proposition, ideal customer profile, discovery framework, sales motion, and deal registration process, following the Authenticx Channel Methodology.
Serve as Authenticx’s primary point of contact for TSD channel managers, supplier managers, and leadership.
Maintain high-touch engagement with top-producing advisors through quarterly business reviews, joint customer calls, and ongoing pipeline management.
Support partners and resolve partner-facing issues, coordinating with sales engineering, customer success, and operations to keep deals moving.
Monitor partner performance, provide feedback, and adjust programs as needed.
Develop and execute a national channel sales plan tied to revenue targets, with quarterly milestones for advisor recruitment, pipeline generation, and qualified opportunities passed to direct sales.
Work with Trusted Advisors to identify, qualify, and generate opportunities, then hand them off to the Authenticx direct sales team to advance and close.
Stay engaged with direct sales and Trusted Advisors through the deal cycle to facilitate handoffs, remove channel-side friction, and protect partner relationships.
Collaborate with TSD supplier managers on co-marketing activities, including spiffs, promotions, MDF-funded events, webinars, and campaigns aligned to Authenticx’s ideal customer profile.
Manage advisor pipeline and deal registration end-to-end in CRM, maintaining visibility for channel and direct sales leadership.
Coordinate cross-functionally with Authenticx marketing, product, sales, and executive teams to maintain visibility and support for channel business and results.
Deliver accurate weekly and monthly forecasts and leadership reports, showing pipeline by TSD, advisor, and stage.
Maintain CRM hygiene and record channel activity in the company CRM.
Analyze partner production and market data to identify high-potential advisors, underperforming relationships, and regional or vertical whitespace.
Regularly review and update channel business plans and strategies to align with organizational goals.
Ensure partner agreements are executed and comply with Authenticx commercial terms, deal registration policy, and TSD master agreements.
Track industry trends, competitive activity, and partner feedback, and share relevant intelligence with product, marketing, and sales leadership.
Represent Authenticx in the channel community and reinforce its positioning in conversation intelligence, contact center analytics, and healthcare CX.