Distribution Channel Account Manager (DCAM)

BCM One•Alpharetta, GA

12d•Hybrid

About The Position

BCM One, a global leader in communications technology, is excited to add a Distribution Channel Account Manager (DCAM) to our growing sales team. This role will specifically work with TD Synnex in order to own and expand a strategic partnership. This role is responsible for driving channel recruitment, enablement, and revenue growth across our Pure IP, Skyswitch, and eCommerce divisions. This role acts as the primary liaison between BCM One and TD Synnex’s ecosystem, translating BCM One’s portfolio into actionable, scalable channel motions. The DCAM leads joint business planning, partner enablement, pipeline generation, and manages operational readiness to accelerate channel development, optimize partner engagement, and deliver revenue and margin success. Work Locations: This is a hybrid or remote-optional position with potential office presence in Grand Rapids, Michigan; Herndon, Virginia; Alpharetta, Georgia; Blue Bell, Pennsylvania; or New York, New York. Candidates must reside in and be authorized to work in the United States. This position is not eligible for relocation assistance or sponsorship. Hours: Full-time, eastern business hours Travel: 20-30% travel required, including visits to TD Synnex sites, partner events, and joint customer engagements.

Requirements

Minimum 10 years of experience in distribution/channel sales or channel account management.
Proven success managing and growing multi-product portfolios including UCaaS, CCaaS, Networking, and Security solutions.
Deep channel economics knowledge, including MDF, SPIFs, rebates, and tier structures.
Operational expertise with distribution systems and CRM/CPQ tools.
Strong executive communication skills capable of influencing senior leadership.
Data-driven mindset with a track record of pipeline, forecast discipline, and forecast accuracy.

Nice To Haves

Preferred experience with white-label/wholesale offers (e.g., SkySwitch, CoreDial) and enterprise services (e.g., PureIP, Flowroute).
Working knowledge of SD-WAN/SASE, DIA, E911/STIR-SHAKEN, and Microsoft Teams/Zoom attach motions.
Proven ability to build and scale new routes to market in transformation environments.

Responsibilities

Own and execute annual plans for TD Synnex partnership, including revenue targets, segment focus, MDF/SPIF management, and enablement calendars.
Manage pipeline generation, bookings, and forecast accuracy with rigor and data-driven insights.
Commercialize BCM One’s UCaaS, CCaaS, SIP/voice, SD-WAN/SASE, DIA/LTE/5G failover, and security portfolio via the TD Synnex distribution channel.
Lead recruitment, onboarding, and enablement of channel partners and TD Synnex CAM/SE communities.
Develop and deliver sales tools such as playbooks, battlecards, demos, and competitive analyses.
Orchestrate campaigns, field events, and co-selling initiatives with Marketing and channel teams.
Manage operational readiness including SKUs, billing, API/EDI integration, and customer support pathways.
Track and drive adherence to SLAs, identify improvement opportunities, and manage weekly governance with detailed scorecards.
Coordinate cross-functional alignment with Product, RevOps, Finance, Legal, and Operations teams to ensure smooth distribution ecosystem functioning.