Channel Account Manager

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

📋 Description

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

• Foster and sustain strong, trusted relationships with critical stakeholders at channel partner organizations, such as partner principals, channel managers, sales teams, and technical leads.

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

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

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

• Collaborate with channel partners to facilitate customer deal registration for DoiT’s solutions.

• Work in conjunction 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, defining clear revenue goals, milestones, and co-selling activities.

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

• Partner with DoiT's Marketing team to develop channel-specific campaigns, events, and initiatives.

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

• Collaborate with DoiT’s Partner Success Team to design and deliver training 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 need to confidently present DoiT products during end-customer discussions.

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

• Serve as an internal advocate for channel partners — conveying partner 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

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

• Demonstrated capability to function across both strategic partner management and outbound partner development within the same position or program.

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

• Strong familiarity with cloud channel programs and partner ecosystems associated with AWS, Google Cloud, and Microsoft Azure.

• Proven ability to independently lead an initial product pitch and structured discovery conversation without needing technical support.

• Experience in FinOps, CloudOps, or cloud cost management domains is a considerable advantage; a willingness to gain deep product knowledge is crucial.

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

• Highly organized with strong CRM practices and the ability to manage numerous partner relationships and active pipelines concurrently.

• Self-driven, entrepreneurial, and motivated by working 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