Channel Account Executive – Agent & Affiliate

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage all customer opportunities that are referred through DoiT's agent and affiliate partner network, from initial engagement to deal closure.

• Oversee the complete sales cycle from start to finish — including discovery, solution design, proposal creation, negotiation, and contract execution — with an unwavering emphasis on efficiency and quality.

• Promote DoiT's entire solution portfolio to end customers, encompassing DoiT Cloud Intelligence, PerfectScale, SELECT, and Attribute, ensuring the optimal product mix aligns with each customer's unique cloud cost, operations, and optimization challenges.

• Regularly achieve and surpass quarterly quota and pipeline goals.

• Facilitate consultative discovery sessions to thoroughly comprehend customer pain points related to FinOps, CloudOps, Kubernetes optimization, cloud cost management, and multicloud complexities.

• Present persuasive, customized solution pitches that clearly communicate business value and set DoiT's offerings apart from competitors.

• Collaborate with Solutions Engineering to meet complex technical requirements, design the appropriate solution, and guarantee that proposals are both technically robust and commercially viable.

• Support customers from initial referral through contract execution and into a premier onboarding experience, ensuring seamless transitions to the Customer Success team.

• Uphold stringent pipeline hygiene and forecast accuracy in Salesforce, ensuring each opportunity accurately reflects its current status, next steps, and realistic closing timelines.

• Ensure that all proposals, contracts, and customer-facing documents uphold DoiT's high standards of branding.

• Provide regular, structured updates on the pipeline to sales leadership, offering clear insights into deal status, risks, and acceleration requirements.

• Collaborate with the Channel Account Manager to establish and nurture strong relationships with sub-agent and affiliate partners that contribute to your pipeline.

• Act as DoiT's customer-facing representative in all partner-referred interactions, reinforcing partners' confidence in DoiT’s capabilities to close deals and deliver results.

• Share field insights — including customer objections, competitive landscape, and product feedback — with the Channel, Product, and GTM teams to continuously enhance the referral process.

• Travel strategically (30–50%) to engage with sub-agent and affiliate teams, participate in industry events, and meet customers face-to-face to expedite the sales process.

⛳️ Requirements

• 3–5 years of comprehensive sales cycle experience in a new business or closing role, with a focus on selling SaaS, PaaS, or IaaS solutions in the tech industry.

• Proven history of consistently meeting and exceeding quotas in a pipeline-driven, results-focused environment.

• Familiarity with cloud platforms and partner ecosystems; experience with AWS, Google Cloud, or Microsoft Azure channel programs is highly advantageous.

• A solid understanding of FinOps, cloud cost management, or CloudOps is a significant differentiator; a genuine interest and motivation to acquire in-depth product knowledge are crucial.

• Experience in selling a multi-product portfolio and crafting solution-oriented proposals that satisfy complex, multi-stakeholder customer requirements.

• Strong proficiency in CRM tools (Salesforce preferred) with a disciplined approach to pipeline management and forecast precision.

• Consultative, customer-centric communication style with exceptional written and verbal presentation skills in English; proficiency in additional languages is a bonus.

• Highly organized and self-motivated — capable of managing a large volume of active opportunities simultaneously without losing attention to detail or momentum.

• Analytical and data-driven, able to navigate between overarching strategies and specific deal details as needed.

• Entrepreneurial spirit: independent, persistent, and motivated by a dynamic environment where you are responsible for outcomes.

• BA/BS degree or equivalent practical experience.

• A great sense of humor and a genuine passion for the work.

🏝️ Benefits

• Unlimited Vacation

• Flexible Working Options

• Health Insurance

• Parental Leave

• Employee Stock Option Plan

• Home Office Allowance

• Professional Development Stipend

• Peer Recognition Program