Channel Sales Manager

Authenticx•Indianapolis, IN

5h•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 owns the front of the funnel by recruiting, enabling, and managing Trusted Advisors, agents, and consultants who source through major TSDs, particularly Telarus, AVANT, and Bridgepointe. The role builds an advisor base, generates qualified opportunities through the partner community, and hands opportunities to Authenticx’s direct sales team to advance and close with the Trusted Advisor. The Channel Sales Manager develops and executes a national channel sales plan, manages partner and TSD relationships, supports co-marketing, and oversees channel pipeline and deal registration in the company CRM. The role works closely with sales engineering, customer success, operations, marketing, product, sales, and executive teams. It also represents Authenticx in the channel community and at industry events. The preferred arrangement is hybrid, with two days a week in the Indianapolis office; a fully remote U.S.-based candidate may be considered. Travel is expected, with the posting describing both up to 40% and 20–30%.

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 gives estimates of up to 40% and 20–30%.
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

A bachelor’s degree in business, marketing, or a related field is helpful but not required; equivalent professional experience is accepted instead.
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, including CX, contact center, and operations leaders in mid-market and enterprise healthcare.

Responsibilities

Identify, recruit, and activate Trusted Advisors and agencies sourcing through Telarus, AVANT, Bridgepointe, and other relevant TSDs.
Represent Authenticx at industry events, advisor councils, and supplier showcases to build pipeline and brand affinity.
Provide structured onboarding and enablement for new advisor partners, covering the value proposition, ideal customer profile, discovery framework, sales motion, and deal registration process.
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 channel 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 Authenticx’s direct sales team.
Stay engaged with direct sales and Trusted Advisors through the deal cycle to ensure smooth handoffs, resolve 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 with Authenticx’s ideal customer profile.
Manage advisor pipeline and deal registration end-to-end in the CRM, maintaining visibility for channel and direct sales leadership.
Collaborate across Authenticx’s marketing, product, sales, and executive teams to maintain visibility and support for channel business and results.
Deliver accurate weekly and monthly forecasts and reports, including pipeline visibility by TSD, advisor, and stage.
Maintain CRM hygiene and manage channel activity through the company CRM.
Analyze partner production and market data to identify high-potential advisors, underperforming relationships, and regional or vertical whitespace.
Review and update channel business plans and strategies to align with organizational goals.
Ensure partner agreements are properly executed and comply with Authenticx’s commercial terms, deal registration policy, and TSD master agreements.
Track industry trends, competitive dynamics, 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.