Channel Account Manager

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

📋 Description

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

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

• Perform regular business reviews with channel partners to evaluate performance, align on pipelines, and uncover growth opportunities.

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

• Deliver 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 executing customer deal registrations for DoiT’s solutions.

• Team up with the Channel Account Executive to monitor all customer deal registrations from channel partners to facilitate the progression of 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 roadmaps and go-to-market strategies of channel partners to enhance DoiT's share of wallet within their customer base.

• Work together with DoiT's Marketing team on campaigns, events, and initiatives tailored to the channel.

• Keep track of 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 enablement programs that equip channel partner sales and technical teams to effectively sell DoiT solutions.

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

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

• Advocate for channel partners internally, communicating their needs, deal context, and escalation requests across 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, CRM integrity, and pipeline cleanliness for all partner-sourced opportunities.

⛳️ Requirements

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

• Demonstrated ability to function 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 within AWS, Google Cloud, and Microsoft Azure.

• Proven capability to independently lead an initial product pitch and structured discovery conversations without requiring technical support.

• Experience in FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and a willingness to gain deep product knowledge are essential.

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

• Highly organized with robust CRM discipline and the ability to manage a large number of partner relationships and active pipelines simultaneously.

• 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