Senior Channel Manager

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

📋 Description

• Take ownership of booking targets through a network of channel partners, ensuring a steady deal volume by attracting new partners and optimizing production from current ones.

• Develop and implement a partner recruitment strategy aimed at agents, MSPs, IT consultants, and strategic resellers who possess the profile and capability to yield consistent results.

• Create and execute structured activation plans for both new and inactive partners, establishing clear milestones from onboarding to the first deal and ongoing productivity.

• Lead and assist partner-sourced opportunities throughout the entire sales cycle, including discovery, demonstrations, and closing, while mentoring partner representatives to enhance their independent deal velocity.

• Collaborate with the Marketing team to design, execute, and continually refine co-marketing campaigns and partner enablement initiatives that produce measurable pipeline outcomes.

• Cultivate deep, multi-layered relationships within partner organizations, from ownership and leadership to field representatives, ensuring FluentStream is recognized as a preferred and trusted vendor.

• Act as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that significantly reduces time-to-revenue and enhances close rates.

• Utilize AI tools across the channel workflow, including partner research, outreach, enablement content, and deal coaching, to expedite partner activation and improve win rates.

• Accurately predict bookings, maintain a clean pipeline, and keep all activities up to date in Salesforce.

• Represent FluentStream at partner events, industry conferences, and joint customer meetings as required.

• Identify patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing enhancements in our partner program and go-to-market strategy.

⛳️ Requirements

• Over 7 years of experience in indirect or channel sales, with a proven history of managing a partner portfolio and consistently meeting or surpassing quotas.

• Extensive experience in selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, with a solid understanding of how agents, MSPs, and resellers assess, sell, and support these offerings.

• Proven ability to forge durable, high-performing partner relationships that foster sustained bookings growth and long-term revenue generation.

• Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the technical expertise to facilitate complex partner and customer discussions.

• Experience in leading joint sales initiatives and managing multi-stakeholder opportunities, effectively engaging with partner principals, sales teams, and end customers.

• Exceptional communication, relationship-building, and interpersonal skills, with a knack for quickly establishing trust, influencing without authority, and building credibility with partners and customers alike.

• Demonstrated capability to operate autonomously, manage a portfolio of partners, and prioritize competing initiatives in a highly independent environment.

• A customer- and partner-centric mindset, combined with a proactive, results-driven approach, strong organizational skills, attention to detail, and an ability to effectively manage multiple priorities.

• Proficiency with Salesforce or a similar CRM platform, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo or comparable platforms is beneficial.

• Experience utilizing AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement is highly valued.

• Willingness to travel up to 25% for partner meetings, joint sales calls, and industry events.

• A Bachelor’s degree or equivalent professional experience is preferred.

🏝️ Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents.

• Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability).

• FSA Healthcare & Dependent Care.

• Commuter Benefits.

• Voluntary Accident, Critical Illness, Hospital Indemnity, and Legal coverage.

• 401(k) plan with employer match, as well as Roth options.

• Employee Stock Purchase Plan (ESPP).

• Paid Time Off, Sick Time, and corporate holidays observed.

• Employee Assistance Program.

• Life Balance benefits including Travel Assistance Services and Identity Theft protection.

• Additional perks include a Discount Program, Credit Union services, and Medicare Assistance, among others.