Channel Account Manager

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

📋 Description

• Take ownership and expand Alkira's partner ecosystem throughout the Northeast U.S. and Eastern Canada.

• Recruit, onboard, and oversee strategic channel partners such as VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers.

• Act as the primary liaison for territory partners, engaging with everyone from executive sponsors to field sales and technical teams.

• Develop and implement a coverage strategy across major Northeast metropolitan areas, including Boston and New York.

• Drive pipeline and revenue growth through collaborative account planning, demand generation, and co-selling efforts.

• Utilize Alkira Connect's Partner Profit Stack to expedite partner-sourced pipeline and reduce time-to-first-deal.

• Maintain precise partner pipeline and forecast reporting within Alkira's CRM/PRM system.

• Provide education and certification for partners on Alkira's AI-Native Network Infrastructure-as-a-Service platform.

• Implement partner program initiatives, incentives, and collaborative marketing campaigns.

• Organize and facilitate partner training sessions, roadshows, and events in the Northeast U.S. and Eastern Canada.

• Work in conjunction with direct sales, marketing, and sales engineering teams on territory channel initiatives and shared opportunities.

• Identify new partnership opportunities across targeted verticals.

• Represent Alkira at partner events, industry conferences, and customer-facing engagements.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, partner account management, or alliances, ideally in networking, cloud, or SaaS sectors.

• Established connections with VARs, GSIs, MSPs, TSDs/master agents, or cloud service providers within the Northeast U.S.

• Experience working with Canadian partners or in cross-border sales is highly advantageous.

• Strong understanding of enterprise IT infrastructure, cloud networking, and partner go-to-market strategies.

• Proven track record of generating revenue through indirect sales and partner-led initiatives.

• Demonstrated capability to create joint business plans, manage partner programs, and implement go-to-market strategies across a multi-market territory.

• Exceptional communication, presentation, and relationship-building abilities.

• Capacity to excel in a fast-paced, high-growth startup environment.

• Residing in or around Boston.

• Possession of a valid passport.

• Willingness to travel approximately 50% of the time, including regular trips to Eastern Canada.

🏝️ Benefits

• Tiered partner margins.

• Rebates.

• Market development funds (MDF).

• Velocity incentives.

• Background screening process.

• Equal employment opportunities.

• Applicant privacy protections.