# Channel Manager

**Company:** [Bland AI](https://hotfix.jobs/companies/bland-ai)
**Location:** San Francisco, CA
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** Channel Sales, Partner Management, Indirect Sales, Business Development, CRM, Pipeline Management, Forecasting, Co-Selling, Sales Enablement, Contact Center Technology, Conversational AI, Ccaas, Ucaas, Cpaas
**Posted:** 2026-09-11

> Own and scale Bland AI’s technology service distributor channel by activating advisors, generating partner-sourced pipeline, and coordinating co-sell opportunities through close. Requires 5+ years in enterprise technology channel or indirect sales and experience with distributor or advisor ecosystems.

## Job Description

## 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.

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