Channel Manager

Responsibilities

• Own the business plan and day-to-day relationships for assigned technology service distributors (TSDs), initially including Telarus.
• Build relationships with distributor executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders.
• Segment advisor communities and create account-level activation plans that generate meetings, registered opportunities, and revenue.
• Recruit, onboard, certify, and continuously enable technology advisors through webinars, office hours, sales plays, battlecards, case studies, demos, newsletters, and training.
• Plan and execute joint go-to-market campaigns, regional events, advisor meetings, roadshows, and distributor programs.
• Generate partner-sourced pipeline through advisor outreach, event follow-up, account mapping, referral campaigns, and co-selling.
• Qualify and manage deal registrations and coordinate account executives, solution consultants, product specialists, and implementation resources through the sales cycle.
• Support customer discovery, value positioning, demos, proposals, objections, procurement, and handoff while preserving partner trust and deal ownership.
• Maintain accurate CRM pipeline, activity, and forecast data; report performance, conversion rates, risks, and next actions.
• Establish quarterly business reviews and success metrics for advisor activation, introductions, opportunities, pipeline, wins, revenue, and time to first deal.
• Represent the company at distributor conferences, meetups, roadshows, and advisor events.
• Capture market and partner feedback and translate it into input for leadership, product, marketing, and operations.
• Help build scalable channel processes, rules of engagement, enablement assets, incentive programs, and operating rhythms.

Requirements

• 5+ years of experience in channel sales, partner management, indirect sales, alliances, or business development within enterprise technology.
• Direct experience with TSDs, technology advisors, agents, brokers, master agents, or a comparable indirect sales ecosystem.
• Demonstrated success generating partner-sourced pipeline and closed revenue.
• Ability to build relationships with distributor leadership, field teams, and advisor firms.
• Strong enablement and presentation skills, including the ability to explain AI and contact center technology in practical business terms.
• Disciplined opportunity management, forecasting, follow-up, and CRM management.
• Ability to lead co-selling with account executives and technical teams.
• High ownership and ability to establish structure and operating cadence in a developing channel.
• Willingness to travel regularly for partner meetings, conferences, roadshows, and customer opportunities.

Nice to Have

• Relationships within Telarus or other major TSD and technology-advisor communities.
• Experience with voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or adjacent cloud solutions.
• Experience developing partner campaigns, incentive programs, certifications, sales plays, and event strategies.
• Familiarity with contact center economics, automation use cases, consumption-based software, and ROI-based selling.
• Experience at a high-growth or early-stage company building a new channel route to market.
• Executive presence with advisor-firm owners, distributor leadership, and enterprise stakeholders.

Compensation and Benefits

• Competitive base salary with performance-based variable compensation tied to partner activation, pipeline, and revenue.
• Meaningful equity.
• Comprehensive benefits package.
• Regular partner and customer travel expected.