Strategic Channel Sales Manager
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Job Description
Channel Sales Manager growing Velocity MSC’s telecom and managed-services revenue through technology advisors, agents, and master agents. Owning partner recruitment, pipeline, forecasting, and HubSpot operations.
Responsibilities:
- Grow revenue through technology advisors, agents, master agents, and other indirect sales partners.
- Recruit, activate, and develop productive channel partners.
- Build relationships with partner principals, sellers, technology advisors, and supporting organizations.
- Own channel revenue, bookings, and pipeline targets for assigned partners or territory.
- Generate qualified opportunities through proactive partner engagement and joint account mapping.
- Maintain pipeline coverage, accurate forecasting, and CRM hygiene.
- Drive pipeline reviews and deal progression, addressing stalled opportunities.
- Educate partners on Velocity's telecom, network, and managed-services portfolio, differentiators, ideal customer profiles, and competitive positioning.
- Translate technical capabilities into customer business outcomes.
- Serve as the primary commercial point of contact for assigned channel partners.
- Collaborate with sales engineering, operations, finance, legal, and delivery teams to advance opportunities.
- Support proposals, presentations, negotiations, and pricing discussions through complex sales cycles.
- Ensure clean transition of closed opportunities into implementation and delivery organizations.
- Establish operating cadences with priority partners and build durable relationships.
- Identify partner satisfaction issues, competitive threats, and growth barriers.
- Represent Velocity at partner events, conferences, and customer engagements.
- Coordinate joint campaigns with marketing.
- Provide leadership with feedback on partner needs, competitive positioning, and market opportunities.
- Provide field intelligence and recommendations to strengthen channel strategy.
- Serve as business owner and administrator of HubSpot, supporting CRM governance, automation, reporting, integrations, and operational enablement.
- Execute Revenue Operations strategies.
- Travel up to 15–20%.
Requirements:
- 6+ years of B2B technology, telecommunications, managed services, or channel sales experience, with direct experience selling through the technology channel.
- Demonstrated success generating revenue through indirect sales relationships.
- Strong understanding of the telecom, connectivity, networking, or managed-services market.
- Experience working with technology advisors, agents, master agents, MSPs, VARs, or similar partner ecosystems.
- Proven ability to recruit, activate, and develop channel partners that generate measurable pipeline and revenue.
- Track record of achieving revenue or bookings targets.
- Strong opportunity-management, pipeline-management, and forecasting discipline.
- Experience selling complex technology or managed-services solutions involving multiple stakeholders and longer sales cycles.
- Ability to communicate technical solutions in clear business terms, with strong executive presence and negotiation skills.
- Experience working within CRM 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 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: existing relationships within the technology advisor and telecom channel ecosystem.
- Preferred: experience selling recurring managed services.
- Preferred: experience 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
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