Channel Account Manager

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

📋 Description

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

• Establish and nurture strong, trustworthy relationships with key stakeholders at channel partners, including partner principals, channel managers, sales teams, and technical leads.

• Conduct regular business reviews with channel partners to evaluate performance, synchronize on pipeline, and discover growth opportunities.

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

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

• 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, guiding these opportunities from qualification to closure.

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

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

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

• Keep track of and report on channel market trends, competitive dynamics, and partner ecosystem developments to guide DoiT's channel strategy.

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

• Provide channel partners with the resources, materials, and knowledge they require to confidently present DoiT products in customer discussions.

• Work with Product and Marketing teams to create channel-ready collateral, playbooks, and co-branded materials tailored for channel audiences.

• Serve as an internal advocate for channel partners, communicating their needs, deal context, 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 for all partner-sourced opportunities.

⛳️ Requirements

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

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

• Comprehensive 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 an initial product pitch and structured discovery conversation without technical assistance.

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

• Exceptional skills in prospecting, relationship-building, communication, and executive presentations — comfortable initiating cold conversations and conducting senior partner QBRs.

• Highly organized with strong CRM discipline, able to manage a high volume of partner relationships and an active pipeline concurrently.

• Self-driven, entrepreneurial, and motivated by the prospect of 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