Channel Account Manager – Telecom Services Distributor

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

📋 Description

• Recruit, onboard, and oversee strategic TSD and master agent relationships, along with their sub-agent and referral partner networks.

• Act as the main point of contact for designated TSD partners, fostering relationships with supplier managers, sales leadership, and teams that interact with agents.

• Position Alkira within TSD supplier portfolios, ensuring it is recognized as a preferred networking/NIaaS solution for sub-agents.

• Propel pipeline and revenue growth through collaborative account planning, demand generation, and co-selling efforts with TSD partners and their agents.

• Assist and engage in TSD roadshows, sales summits, and agent training sessions to cultivate a robust pipeline among the sub-agent community.

• Keep precise records of partner pipeline and forecast reporting, offering transparency to sales and channel leadership.

• Educate TSD supplier managers and sub-agents on Alkira’s Networking Infrastructure as-a-Service solution, ensuring their confidence in positioning, selling, and supporting the platform.

• Provide product and sales training, certifications, and enablement materials tailored to the agent community.

• Implement Alkira’s partner program initiatives, incentives, and co-marketing campaigns to enhance partner engagement and awareness.

• Collaborate closely with Alkira’s direct sales, marketing, and technical/sales engineering teams to synchronize channel initiatives and joint opportunities.

• Identify new TSD, master agent, and sub-agent prospects in targeted verticals and regions to expand Alkira’s indirect market presence.

• Represent Alkira at TSD-organized events, conferences, and partner summits.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, partner account management, or alliances — ideally within networking, cloud, or SaaS sectors.

• Direct experience in the TSD / master agent / sub-agent ecosystem (e.g., technology solutions distributors and agent networks) is highly preferred.

• Solid understanding of enterprise IT infrastructure, connectivity, and cloud networking, along with the overarching partner ecosystem.

• Demonstrated success in driving revenue through indirect sales and partner-led opportunities.

• Experience collaborating with VARs, service providers, and distributors in addition to TSDs.

• Proven capability to create joint business plans, manage partner programs, and implement go-to-market strategies.

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

• Highly self-motivated with the capacity to excel in a fast-paced, high-growth startup environment.

• Willingness to travel approximately 50% of the time.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Flexible work arrangements and a supportive work environment.

• Opportunities for professional development and career advancement.