Manager, Channel Sales

DoiT

12h•Remote

About The Position

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state, from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency. Our solutions include: PerfectScale – a Kubernetes optimization and management solution for DevOps, SRE, and Platform Engineering teams; SELECT – a data and cloud intelligence solution enabling visibility, governance, and decision-making across cloud environments. With decades of multicloud experience and deep expertise across Kubernetes, GenAI, and CloudOps, we partner with more than 4,000 customers worldwide and are an award-winning partner of AWS, Google Cloud, and Microsoft Azure. We are looking for a Manager, Channels Sales, to lead and scale our Enterprise Platforms Indirect Channels sales team. This is a quota-carrying leadership role responsible for the performance of a team of Channel Account Executives driving new business through DoiT's partner ecosystem — including advisory firms, MSPs, Resellers, and agent networks. You will own the strategy and execution of partner-led sales motions, working closely with Alliances, Marketing, Product, and regional leadership to build predictable pipeline and accelerate revenue across the channel. Unlike traditional channel management role, you will: Own team revenue targets; Be accountable for pipeline generation, not just pipeline acceptance; Coach your team to lead full sales cycles, not just coordinate handoffs.

Requirements

7+ years of experience in B2B SaaS or cloud sales
2+ years of sales leadership or team management experience
Strong background in channel, partner, or indirect sales models
Proven track record of building and scaling partner-driven pipeline and revenue
Ability to operate in a fast-paced, build-mode environment
Exceptional leadership, communication, and stakeholder management skills
Experience with Salesforce or similar CRM tools

Nice To Haves

Experience building and scaling a Channel AE team is a plus

Responsibilities

Team Leadership & Development: Lead, coach, and develop a team of Channel Account Executives. Provide consistent guidance on deal strategy, partner engagement, and sales execution. Conduct regular pipeline reviews, one-on-ones, and forecasting sessions to drive predictable performance. Build a culture of accountability, collaboration, and continuous improvement.
Channel Strategy & Partner Ecosystem: Develop and execute the go-to-market strategy for partner-driven revenue across the Indirect Channels team. Work closely with the Alliances organization to strengthen strategic partnerships, expand the partner ecosystem, and build repeatable co-sell motions with advisory firms, MSPs, Resellers, and agent networks.
Pipeline Development & Sales Execution: Ensure the team proactively generates pipeline with partners — through joint account planning, outreach, and opportunity creation — rather than passively accepting inbound referrals. Support AEs in leading full sales cycles across both PerfectScale and SELECT, helping them navigate complex multi-party deals and expand initial opportunities across products.
Cross-Functional Collaboration: Partner with Marketing on channel-specific campaigns, events, and demand generation initiatives. Work with Product and GTM Strategy teams to provide market feedback on partner needs and customer demand signals. Ensure smooth transitions to Account Management post-close to support onboarding and long-term expansion.
Operational Excellence & Forecasting: Maintain accurate pipeline visibility and forecasting across the team. Enforce CRM hygiene and reporting discipline while identifying trends in deal velocity, partner engagement, and pipeline health. Continuously refine playbooks and processes to improve efficiency and scalability.