Channel Development Manager

The Channel Standard; Washington, Northern (District of Columbia, KY); Hybrid; USD 110,000 - 160,000; Full time

Job summary

Intermedia is seeking a Channel Development Manager to recruit, develop, and enable MSPs, VARs, and technology partners across the Western Region, expanding our partner ecosystem with UCaaS and CCaaS solutions.

The ideal candidate brings an established MSP/VAR network, strong presentation skills, and a track record of building revenue through partner relationships, while collaborating with Sales, Marketing, Onboarding, and Distribution for onboarding and growth.

Qualifications

• 8+ years in channel sales or business development.
• Proven ability to recruit and develop MSPs/VARs/partners.
• Experience selling UCaaS, CCaaS, MS Teams, or cloud collaboration.
• Established partner ecosystem network in MSP/VAR space.
• Strong presentation and executive relationship-building skills.
• Bachelor's degree preferred in Business or related field.

Responsibilities

• Recruit, develop, and enable MSPs, VARs, and technology partners in the Western Region.
• Present Intermedia's UCaaS, CCaaS, and collaboration portfolio to executives.
• Collaborate with Sales, Marketing, Onboarding, and Distribution to onboard partners.
• Drive recurring revenue growth through partner enablement.
• Build and maintain a healthy pipeline of prospective partners.
• Represent Intermedia at industry events and conferences.

Skills

Channel sales

MSP/VAR recruitment

Executive relationships

UCaaS/CCaaS sales

Presentation skills

Education

Bachelor's degree in Business or related field

Job description

Channel Development ManagerIntermedia is a leading provider of Unified Communications as a Service (UCaaS), Contact Center as a Service (CCaaS), and cloud productivity solutions serving more than one million business users worldwide. With more than 900 employees and over 6,500 active channel partners, Intermedia is a channel-first organization dedicated to helping Managed Service Providers (MSPs), VARs, and technology partners build recurring revenue through a best-in-class reseller program backed by industry-leading reliability and award-winning support. At Intermedia, we believe great partnerships drive great business. Our teams are collaborative, accountable, and passionate about helping our partnersand their customerssucceed. If you're looking for an opportunity to make a significant impact while working with one of the fastest-growing cloud communications companies in the industry, we'd love to hear from you.

What You'll Do

The Channel Development Manager is responsible for recruiting, developing, and enabling high-quality Managed Service Providers (MSPs), VARs, and technology partners throughout the Western Region. This role focuses on expanding Intermedia's partner ecosystem by identifying strategic recruitment opportunities, presenting Intermedia's differentiated UCaaS and CCaaS solutions, and collaborating with internal teams to ensure successful onboarding and long-term revenue growth. The ideal candidate is a proven channel sales professional with an established network in the MSP community, outstanding presentation skills, and a track record of developing successful partner relationships.

Skills, Knowledge and Expertise

• Partner Recruitment: Identify, recruit, and develop qualified MSPs, VARs, and technology partners throughout the assigned territory.
• Build and maintain a healthy pipeline of prospective partners using personal relationships, networking, outbound prospecting, referrals, distributors, and industry associations.
• Develop recruitment strategies that align with Intermedia's growth objectives.
• Leverage existing distributor relationships to identify and engage new partner opportunities.
• Business Development: Present Intermedia's UCaaS, CCaaS, and collaboration portfolio to executive decision-makers.
• Clearly articulate the value of Intermedia's reseller program and competitive differentiation.
• Conduct executive-level business reviews and discovery meetings.
• Develop strategic business plans with partner leadership teams to accelerate revenue growth.
• Partner Enablement: Coordinate with Sales, Marketing, Onboarding, and Distribution teams to successfully launch new partners.
• Ensure partners complete onboarding milestones and are positioned for long-term success.
• Assist partners in identifying initial sales opportunities and building recurring revenue.
• Monitor partner progress and proactively remove barriers to growth.
• Relationship Management: Build trusted relationships with partner owners, executives, and sales leadership.
• Conduct regular business planning and performance reviews.
• Serve as the primary advocate for assigned partners within Intermedia.
• Foster long-term partner engagement and revenue growth.
• Industry Leadership: Represent Intermedia at industry conferences, partner events, and trade shows.
• Deliver compelling presentations that educate prospective partners on Intermedia's solutions and channel program.
• Promote the Intermedia brand throughout the MSP and channel community.

Required Qualifications

• 8+ years of successful channel sales, channel development, partner recruitment, or business development experience.
• Proven success recruiting and developing Managed Service Providers (MSPs), VARs, or technology partners.
• Experience selling or supporting one or more of the following: Unified Communications (UCaaS), Contact Center (CCaaS), Microsoft Teams, Business Collaboration Solutions, Cloud Communications, Managed Services.
• Established network within the MSP, VAR, or channel partner ecosystem.
• Demonstrated ability to build revenue-producing partnerships.
• Excellent presentation, communication, and executive relationship-building skills.
• Strong business planning and consultative selling abilities.
• Highly organized with exceptional time management and follow-through.
• Ability to work independently while collaborating across a highly matrixed organization.
• Bachelor's degree in Business or related field preferred.

Success in This Role

• Recruit high-quality, revenue-producing partners.
• Build executive-level relationships across their territory.
• Develop and execute strategic partner business plans.
• Successfully transition new partners from recruitment through onboarding.
• Drive recurring revenue growth through partner enablement.
• Collaborate effectively with Sales, Marketing, Onboarding, Product, and Distribution teams.
• Represent Intermedia professionally throughout the channel community.

Diversity, Inclusion, and Equal Opportunity

We hire, promote, and compensate employees based on their ability to perform their job responsibilities, without regard to race, color, creed, religion, sex, gender, marital status, national origin, ancestry, age, citizenship, physical or mental disability, sexual orientation, or any other basis protected by applicable law (collectively referred to in our Code of Conduct as "Protected Classes").

We do not tolerate employment discrimination in the workplace, and we are committed to making reasonable accommodations for identified disabilities or other limitations as required by all applicable laws.

We are an equal opportunity employer and value diversity at our company.

We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

About Intermedia Intelligent Communications

To explore other opportunities check out our careers page.

Our Hiring Process

Stage 1: Applied

Stage 2: Review

Stage 3: Hired