Channel Partner Manager

SalesFirst Recruiting; United States; Remote; USD 180,000 - 200,000; Full time

Job summary

SalesFirst Recruiting is seeking a Channel Partner Manager to drive indirect sales growth through strategic channel partnerships. This role focuses on building relationships with Technology Solutions Distributors and managing a thriving partner network, offering a competitive salary and a remote-first work environment.

Benefits

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

Excellent benefits package

Qualifications

• Must have direct experience building or expanding channel programs via TSDs or agents.
• Deep familiarity with the MSP and reseller ecosystem.
• Confident navigating ambiguity and entrepreneurial environments.

Responsibilities

• Building and managing partnerships with TSDs and channel sellers.
• Onboarding and enabling new partners to drive enterprise sales.
• Leading both strategic contract negotiations and grassroots field efforts.

Skills

Strategic thinking

Strong communication

Negotiation skills

Ability to navigate ambiguity

Job description

Join to apply for the Channel Partner Manager role at SalesFirst Recruiting

Join to apply for the Channel Partner Manager role at SalesFirst Recruiting

This organization is a fast-scaling provider of advanced connectivity solutions that unify multiple carriers and technologies into a single, streamlined offering. With a unique value proposition and growing market demand, the company supports enterprise clients and resellers in navigating complex telecom ecosystems. Their go-to-market strategy emphasizes strategic channel partnerships, making them a standout player in the space. They’re known for their agile, remote-first culture and commitment to empowering top performers with autonomy and strategic guidance.

THE JOB

This newly created role will drive the company's indirect sales growth through channel partnerships. Reporting to senior leadership, the Channel Sales Manager will work closely with the Head of Channel, direct sales, engineering, and retail teams to build and scale a thriving partner network. The focus will be on Technology Solutions Distributors (TSDs) like Sandler, Avant, and Intellisys, as well as agent networks and MSPs.

Key responsibilities include:

• Building and managing partnerships with TSDs and channel sellers
• Onboarding and enabling new partners to drive enterprise sales
• Leading both strategic contract negotiations and grassroots field efforts
• Developing a commission and co-marketing structure for a direct channel program
• Representing the company at industry events and maintaining frequent partner engagement
• Driving sales across a wide range of deal sizes, from steady mid-market wins to large enterprise opportunities

The sales methodology blends MEDDIC and Miller Heiman with a heavy emphasis on value-based and consultative selling. While formal training is minimal, peer support and executive mentorship are available. This role is intended for a self-starter who can operate independently and make a quick impact.

THE QUALIFICATIONS

Hard requirements:

• Must have direct experience building or expanding channel programs via TSDs or agents
• Experience working with or selling through Sandler, Avant, Intellisys, or similar (e.g., Telarus)
• Deep familiarity with the MSP and reseller ecosystem
• Comfortable owning TSD relationships and contract negotiations
• Strategic thinker with high initiative and independent execution capability
• Confident navigating ambiguity and entrepreneurial environments
• Skilled at balancing big-picture partnership development with hands-on hustle
• Strong communicator comfortable with both boardroom and boots-on-the-ground conversations

Target candidate titles may include:

• Channel Partner Manager / Director
• TSD Account Executive / Partner Manager
• Regional Channel Director
• Sales Executive in wireless, IoT, or telecom

Candidates from companies like Wireless Logic, Cradlepoint, Lumen, Nextiva, Mitel, and similar are highly encouraged to apply.

THE BENEFITS

• Compensation: $180,000 - $200,000 ($90,000 base + $90,000+ in commissions & bonuses)
• Commission paid quarterly, with performance multipliers up to 200% of target
• Remote-first environment with minimal travel (quarterly events or partner visits)
• Benefits package varies by location and will be shared upon interview - but should be considered as EXCELLENT

Why This Role Is Exciting

• Greenfield opportunity to build a channel program from the ground up
• Executive backing and direct mentorship from industry veterans
• Highly differentiated product with strong market momentum
• Fast-growing company culture that values clarity, execution, and adaptability

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Telecommunications, IT Services and IT Consulting, and Computers and Electronics Manufacturing

Referrals increase your chances of interviewing at SalesFirst Recruiting by 2x

Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

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