Channel Account Manager

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

📋 Description

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

• Identify, onboard, and oversee strategic channel partners, including VARs, GSIs, MSPs, TSDs/master agents, and cloud service providers.

• Act as the main point of contact for partners in the territory, collaborating with stakeholders from executive sponsors to field sales and technical teams.

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

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

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

• Ensure accurate reporting of partner pipeline and forecasts in 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.

• Collaborate with direct sales, marketing, and sales engineering teams on channel initiatives and joint opportunities within the territory.

• Discover new partner 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 within networking, cloud, or SaaS sectors.

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

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

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

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

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

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

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

• Located in or near Boston.

• Must possess 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.