Channel Manager

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

📋 Description

• Take ownership of the business strategy and daily interactions with designated Tech Service Distributor partners, starting with Telarus.

• Foster relationships with TSD executives, supplier management, channel managers, solution engineers, marketing teams, and field leaders.

• Segment advisor bases and develop activation plans at the account level.

• Recruit, onboard, certify, and continuously empower advisors.

• Conduct enablement programs, including webinars, office hours, sales plays, battlecards, case studies, demos, newsletters, and in-person training.

• Plan and implement collaborative go-to-market campaigns, regional events, advisor meetings, and distributor programs.

• Generate a partner-sourced pipeline through advisor outreach, event follow-ups, account mapping, referral campaigns, and co-selling initiatives.

• Qualify and oversee deal registrations while coordinating with account executives, solution consultants, product specialists, and implementation resources.

• Assist advisors with discovery, value positioning, demos, proposals, handling objections, procurement, and transition processes.

• Ensure accurate CRM tracking of pipeline, activities, and forecast data; report partner performance and risks to leadership.

• Establish quarterly business reviews and joint success metrics.

• Represent Bland at TSD conferences, meetups, roadshows, and advisor events.

• Gather field feedback and convert it into actionable insights for leadership, product development, marketing, and operations.

• Develop scalable channel processes, rules of engagement, enablement materials, incentive programs, and operating rhythms.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, partner management, indirect sales, alliances, or business development within the enterprise technology sector.

• Direct experience with TSDs, technology advisors, agents, brokers, master agents, or a similar indirect sales ecosystem.

• Proven track record in generating partner-sourced pipeline and closing revenue.

• Ability to cultivate relationships across distributor leadership, field teams, and individual advisor firms.

• Strong skills in enablement and presentation.

• Capability to make AI and contact center technology comprehensible, relevant, and actionable for advisors.

• Disciplined in opportunity management, forecasting, follow-ups, and CRM maintenance.

• Comfortable leading co-selling activities alongside account executives and technical teams.

• High level of ownership and a proactive approach; capable of establishing structure, programs, and operational cadence without a fully detailed playbook.

• Willingness to travel regularly for distributor meetings, advisor visits, conferences, roadshows, and customer opportunities.

• Established connections within Telarus or other significant TSD and technology-advisor communities (preferred).

• Experience in selling voice AI, conversational AI, CCaaS, UCaaS, CPaaS, contact center software, customer experience technology, or related cloud solutions (preferred).

• Background in developing partner campaigns, incentive programs, certifications, sales plays, and event strategies (preferred).

• Familiarity with enterprise contact center economics, automation use cases, consumption-based software, and ROI-driven sales (preferred).

• Experience in a high-growth or early-stage company and in establishing a new channel route to market (preferred).

• Executive presence and confidence in engaging with advisor-firm owners, distributor leadership, and enterprise customer stakeholders (preferred).

• All new hires must complete Form I-9; employment verification is conducted through E-Verify.

🏝️ Benefits

• Competitive base salary with performance-based variable compensation linked to partner activation, pipeline development, and revenue generation.

• Significant equity in a rapidly expanding, well-funded AI company.

• Comprehensive benefits package.