Channel Account Manager

This is a fully remote position, open to applicants in Ireland, +4 more countries.

📋 Description

• Act as the primary relationship manager for channel partners, serving as their main contact for commercial, technical, and operational issues.

• Establish and nurture strong, trusted connections with key stakeholders at channel partners, including partner principals, channel managers, sales teams, and technical leaders.

• Conduct regular business assessments with channel partners to evaluate performance, align on pipeline activities, and pinpoint growth opportunities.

• Represent DoiT at partner events, industry conferences, and partner-hosted summits to enhance brand visibility and strengthen relationships.

• Deliver engaging and confident introductory presentations of DoiT’s solutions to channel partner sales teams and their clients without needing on-site technical support.

• Collaborate with channel partners on the execution of customer deal registrations for DoiT’s solutions.

• Partner with the Channel Account Executive to monitor all customer deal registrations from channel partners to effectively advance these opportunities from qualification to closure.

• Create and implement joint business plans with channel partners, establishing clear revenue goals, milestones, and co-selling activities.

• Influence the channel partner's roadmaps and go-to-market strategies to enhance DoiT's share within their customer base.

• Work closely with DoiT's Marketing team on channel-specific campaigns, events, and initiatives.

• Track and report on channel market trends, competitive dynamics, and developments within the partner ecosystem to guide DoiT's channel strategy.

• Collaborate with DoiT’s Partner Success Team to design and implement training programs that equip channel partner sales and technical teams to effectively sell DoiT solutions.

• Provide channel partners with the necessary tools, materials, and knowledge to confidently present DoiT products in discussions with end customers.

• Partner with Product and Marketing to create channel-ready collateral, playbooks, and co-branded materials designed for channel audiences.

• Serve as an internal advocate for channel partners by communicating their needs, deal contexts, and escalation requests throughout the organization.

• Offer structured feedback to leadership, Product, and GTM Strategy teams regarding partner performance, competitive insights, and market signals from the field.

• Ensure accurate deal registration, maintain CRM integrity, and uphold pipeline hygiene across all partner-sourced opportunities.

⛳️ Requirements

• Over 7 years of experience in channel sales, partner management, or indirect channel roles.

• Demonstrated ability to operate effectively in both strategic partner management and outbound partner development within the same role or program.

• In-depth understanding of Reseller and MSP business models, channel economics, and the technology distribution landscape.

• Strong knowledge of cloud channel programs and partner ecosystems across AWS, Google Cloud, and Microsoft Azure.

• Proven capability to independently lead initial product pitches and structured discovery conversations without requiring technical assistance.

• Experience in FinOps, CloudOps, or cloud cost management areas is a significant plus; a curiosity and willingness to acquire deep product knowledge is essential.

• Excellent skills in prospecting, relationship building, communication, and executive presentations — equally adept at initiating cold conversations and conducting senior partner QBRs.

• Highly organized with strong CRM discipline, capable of managing numerous partner relationships and active pipelines concurrently.

• Self-driven, entrepreneurial, and motivated by building in a fast-paced, remote-first environment.

🏝️ Benefits

• Unlimited Vacation

• Flexible Working Options

• Health Insurance

• Parental Leave

• Employee Stock Option Plan

• Home Office Allowance

• Professional Development Stipend

• Peer Recognition Program