Strategic Channel Sales Manager

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

📋 Description

• Increase revenue through technology advisors, agents, master agents, and other indirect sales partners.

• Recruit, activate, and nurture productive channel partners.

• Cultivate relationships with partner principals, sellers, technology advisors, and supporting organizations.

• Take ownership of channel revenue, bookings, and pipeline targets for designated partners or territory.

• Generate qualified opportunities through proactive engagement with partners and joint account mapping.

• Ensure pipeline coverage, maintain accurate forecasting, and uphold CRM hygiene.

• Drive pipeline reviews and facilitate deal progression, addressing any stalled opportunities.

• Educate partners on Velocity's telecom, network, and managed services offerings, their differentiators, ideal customer profiles, and competitive positioning.

• Convert technical capabilities into tangible business outcomes for customers.

• Act as the primary commercial contact for assigned channel partners.

• Collaborate with sales engineering, operations, finance, legal, and delivery teams to advance opportunities.

• Assist with proposals, presentations, negotiations, and pricing discussions throughout complex sales cycles.

• Ensure a seamless transition of closed opportunities into implementation and delivery teams.

• Establish operating rhythms with key partners and foster lasting relationships.

• Identify partner satisfaction challenges, competitive threats, and growth obstacles.

• Represent Velocity at partner events, conferences, and customer engagements.

• Coordinate joint marketing campaigns.

• Provide leadership with insights on partner needs, competitive positioning, and market opportunities.

• Offer field intelligence and recommendations to enhance channel strategy.

• Act as the business owner and administrator of HubSpot, managing CRM governance, automation, reporting, integrations, and operational enablement.

• Implement Revenue Operations strategies.

• Willing to travel up to 15–20%.

⛳️ Requirements

• Minimum of 6 years of experience in B2B technology, telecommunications, managed services, or channel sales, with direct experience selling through the technology channel.

• Proven track record of generating revenue through indirect sales relationships.

• Strong understanding of the telecom, connectivity, networking, or managed services market.

• Experience collaborating with technology advisors, agents, master agents, MSPs, VARs, or similar partner ecosystems.

• Demonstrated ability to recruit, activate, and develop channel partners that yield measurable pipeline and revenue.

• History of meeting revenue or bookings targets.

• Strong skills in opportunity management, pipeline management, and forecasting discipline.

• Experience in selling complex technology or managed services solutions that involve multiple stakeholders and extended sales cycles.

• Ability to articulate technical solutions in clear business terms, along with strong executive presence and negotiation skills.

• Familiarity with CRM systems and structured sales management processes.

• Willingness to travel for partner meetings, customer engagements, conferences, and industry events.

• Must be legally authorized to work in the United States without current or future employer sponsorship.

• Preferred: experience in selling managed network services, internet, enterprise connectivity, fiber, broadband, managed Wi-Fi, SD-WAN, SIP/VoIP, POTS replacement, telecom expense management, managed infrastructure, network and security solutions, or multi-location enterprise solutions.

• Preferred: established relationships within the technology advisor and telecom channel ecosystem.

• Preferred: experience in selling recurring managed services.

• Preferred: proficiency in positioning bundled solutions across connectivity, managed services, and infrastructure.

🏝️ Benefits

• Medical, Dental, Vision

• PTO & Paid Holidays

• Paid Sick Time

• 401K – with Employer Match

• Paid Parental Leave

• Company provided Life Insurance, Short/Long-Term Disability

• Supplemental Benefits Available

• Collaborative work environment

• Equal opportunities to thrive