Senior Channel Manager
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Job Description
Senior Channel Manager owning and growing partner portfolios for FluentStream's cloud communication solutions. Driving partner-led sales and building strong relationships with channel partners.
Responsibilities:
- Own bookings targets through a portfolio of channel partners, driving consistent deal volume by recruiting new partners and maximizing production from existing ones
- Build and execute a partner recruitment strategy that targets agents, MSPs, IT consultants, and strategic resellers with the profile and capacity to deliver sustained results
- Develop and implement structured activation plans for new and dormant partners, with clear milestones from onboarding through first deal and ongoing productivity
- Lead and support partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner reps to increase their independent deal velocity
- Collaborate with Marketing to design, execute, and continuously improve co-marketing campaigns and partner enablement programs that generate measurable pipeline
- Build deep, multi-threaded relationships within partner organizations, from ownership and leadership to field reps, ensuring FluentStream is a preferred and trusted vendor
- Serve as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that meaningfully shortens time-to-revenue and improves close rates
- Leverage AI tools throughout the channel workflow, including partner research, outreach, enablement content, and deal coaching, to accelerate partner activation and improve win rates
- Accurately forecast bookings, maintain clean pipeline hygiene, and keep all activity current in Salesforce
- Represent FluentStream at partner events, industry conferences, and joint customer meetings as needed
- Surface patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing improvements in our partner program and go-to-market approach
Requirements:
- 7+ years of experience in indirect or channel sales, with a demonstrated track record of owning a partner portfolio and consistently hitting or exceeding quota
- Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners, with a strong understanding of how agents, MSPs, and resellers evaluate, sell, and support these offerings
- Proven success building durable, high-performing partner relationships that drive sustained bookings growth and long-term revenue production
- Strong working knowledge of VoIP, UCaaS, SIP, and related technologies, with the technical credibility to support complex partner and customer conversations
- Experience leading joint sales efforts and managing multi-stakeholder opportunities, with the ability to engage effectively with partner principals, sales teams, and end customers
- Exceptional communication, relationship-building, and interpersonal skills, with a talent for establishing trust quickly, influencing without authority, and building credibility with partners and customers alike
- Demonstrated ability to operate independently, manage a portfolio of partners, and prioritize competing initiatives in a high-autonomy environment
- Customer- and partner-centric mindset, combined with a proactive, results-oriented approach, strong organizational skills, attention to detail, and the ability to manage multiple priorities effectively
- Proficiency with Salesforce or a comparable CRM platform, Microsoft Excel and PowerPoint, and modern sales engagement tools; familiarity with Apollo or similar platforms is advantageous
- Experience leveraging AI-powered tools for prospecting, partner recruitment, enablement, sales coaching, research, and productivity enhancement is highly valued
- Ability to travel up to 25% for partner meetings, joint sales calls, and industry events
- Bachelor’s degree or equivalent professional experience 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
- 401(k), including employer match, and Roth
- Employee Stock Purchase Plan (ESPP)
- Paid Time off, Sick Time, as well as corporate holidays observed
- Employee Assistance Program
- Life Balance benefits with Travel Assistance Services and Identity Theft
- Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc.
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