Senior Channel Account Manager, Managed Service Providers

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

📋 Description

• Spearhead the development and expansion of the MSP and service provider channel.

• Establish, empower, and scale partnerships with MSPs and service providers.

• Recruit and onboard new MSP partners.

• Drive recurring revenue by transitioning partners from signed agreements to active, revenue-generating engagements.

• Own and cultivate a pipeline based on a curated list of MSP targets.

• Engage with executive sponsors, procurement teams, and technical leaders throughout complex sales cycles.

• Collaborate with Sales Engineering, Product, Marketing, and Finance teams.

• Provide partner enablement, proposals, onboarding frameworks, and scalable playbooks.

• Maintain an up-to-date pipeline within the Digi CRM.

• Present weekly forecasts and participate in quarterly business review checkpoints with leadership.

• Establish a repeatable motion for channel sales.

⛳️ Requirements

• Must be located in the Continental US.

• Over 10 years of channel or direct sales experience in B2B technology.

• Strong experience in major account management and enterprise sales.

• Proven history of hunting and securing large, intricate MSP or service provider partnerships within the US MSP and service provider ecosystem.

• Demonstrated ability to sell managed connectivity, SD-WAN, WAN management, IoT, or related networking solutions via an MSP channel.

• Strong executive presence with the ability to pitch to VP/C-level enterprise MSP stakeholders.

• Capability to navigate extended, multi-stakeholder procurement processes.

• Self-motivated with a comfort in establishing structure in an unstructured role.

• Proficient in using CRM tools.

• Strong emphasis on forecasting discipline.

• Valid work authorization in the United States at the time of application.

• Visa sponsorship is not available.

🏝️ Benefits

• Short-term incentive program.

• New hire stock award.

• Paid parental leave.

• Open (uncapped) PTO.

• Hybrid work environment.

• Medical, health, and wellbeing offerings.

• Competitive compensation packages.

• Equal employment opportunities.

• Respectful work environment.