Channel Sales Manager

First Orion; Arkansas; On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Open PTO

Flex Fridays

Flexible work arrangements

Health and dental/vision options

Retirement plans

Tuition reimbursement

Job summary

First Orion is seeking a strategic Channel Sales Manager to drive revenue via channel partners and resellers. You will recruit, onboard, enable and grow key partners, manage the sales cycle, and forecast with cross-functional teams.

You’ll collaborate with the VP of Partnerships & Strategy to execute partner plans, build executive relationships, and maintain industry knowledge in a fast-changing telecoms solutions market. Travel ~25% is expected.

Qualifications

• 5+ years of proven success in Channel Sales.
• Ability to think strategically and manage complex projects.
• Strong presentation and communication skills.
• Proven ability to build executive-level channel relationships.
• Experience in developing and executing channel strategies.

Responsibilities

• Identify, recruit, onboard, enable and grow new key partners/resellers within assigned territory.
• Source qualified leads and prospects for new partners/resellers.
• Move partners through the sales process with qualification, needs assessment, and product presentations.
• Develop a territory plan to maximize revenue and provide forecasts.
• Manage channel conflict and ensure adherence to channel rules of engagement.
• Achieve and exceed targets through partner relationships and pipeline development.
• Maintain knowledge of industry trends and competitive landscape.
• Collaborate with internal teams to process orders and support partner programs.

Job description

We are looking for a strategic Channel Sales Manager to join our rapidly growing company, focused on developing and driving revenue through channel partners and resellers. There is a huge market potential for our proprietary, game-changing, high-value branded calling solution, and we need a high-energy, motivated channel manager to help us grab this opportunity. A Channel Sales Manager is responsible for generating additional demands through partner events; studying the market for newer trends; managing channel conflicts and fostering relationships between channel partners and sellers.

What you’ll be doing:

Reporting to the Vice President of Partnerships & Strategy, this individual will be responsible for generating demand with new channel partners as well as managing select partners. This position will be responsible for executing all aspects of business relationships including sourcing, recruiting, qualifying, onboarding, training, pipeline reporting, and win/loss reporting.

In this role, you will:

• Identify, recruit, onboard, enable and grow new key partners/resellers within assigned territory.
• Independently and creatively source qualified leads and prospects for effective new partners/resellers.
• Manage the effective and rapid movement of partners through the sales process, including qualification of prospects; assessment of potential partner needs; presentation of First Orion solutions; and expeditious closing of business
• Develop and execute a territory plan to maximize revenue and provide accurate and timely information and revenue forecasts
• Pipeline development with partners/resellers
• Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Achieve and exceed assigned targets for profitable sales volume and strategic objectives through relationships with Partners/Resellers
• Proactively maintain ongoing knowledge of the industry, existing and target channel partner accounts, & competitive landscape
• Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting)
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Ensure partner compliance with mutually defined expectations
• Connect and participate in industry forums or groups to stay on the leading edge of the industry and share best practices
• Works with the appropriate internal teams to ensure successful processing of new orders associated with channel partners and their respective customers
• Attends company events as needed: Trade Shows, Company meetings, Special Events, etc.
• Develops resellers to become increasingly self-sufficient in First Orion products/services.
• Drive change process in collaboration with internal stakeholders to ensure execution of channel experience to drive continuous improvement
• Lead by example by exemplifying our Culture Cornerstones of People First, Trust and Transparency, Innovation and Make It Happen.

Travel approximately 25%, as required.

What you’ll need:

• 5+ years of proven success in Channel Sales
• Proven ability to create and execute successful channel strategies that will support revenue growth
• Ability to think strategically and manage complex projects and partnerships, taking calculated risks for the advancement of the business
• Ability to build and convey compelling value to create opportunities through channel relationships
• Excellent presentation and communication skills
• Strong track record of building and maintaining executive-level channel relationships
• Able to extract, analyze, and draw actionable insights from multiple sources and departments
• Strong understanding of successful pipeline management
• Enjoy a fast-paced environment and be comfortable with change
• A sense of humor and passion for people
• Must be a strong team player/collaborator
• Experience working in the communications ecosystema plus, specifically CPaas, UCaaS, and CCaaS

Bonus Points:

• BA/BS degree
• Experience in the telecommunications industry a plus

Company Benefits:

Balancing the work-life flow is key to health and happiness! That is why we offer one of the most competitive packages in our industry with open PTO, company paid holidays, Flex Fridays and flexible work arrangements. We strongly value the health and wellness of our teammates and through our state-of-the-art fitness center we’re helping our teammates reach their wellness goals while at work.

Add on generous health and dental/vision options, retirement plans, learning and development programs, career path frameworks, tuition reimbursement, company options and bonus potential you have many ways to take advantage of a comprehensive benefits package that means the most to you! Learn More About First Orion: First Orion helps businesses generate more revenue, increase efficiency, and improve the customer experience by empowering them to brand their phone calls with their name, logo and reason for calling. We are the market leader in branded communications technology, and a trusted partner to Fortune 500 companies and the largest U.S. mobile carriers. First Orion has been voted a Great Place to Work with top rankings in every category. Learn more about what our employees have to say on our First Orion Glassdoor page and watch our People First Diversity Statement/Video.

First Orion Culture Cornerstones are at the core of everything we do here.

First Orion is a global powerhouse in telecommunications technology. With a team of 300+ innovators, we aren’t just a tech provider; we are the architects of Branded Communication and the frontline of scam protection for Fortune 500 giants and the nation’s largest mobile carriers. The mobile experience is broken. 85% of people won’t answer a call from an unknown number. Thanks to scammers and bad actors, the "Unknown Caller" or faceless "800" number has become a symbol of anxiety, causing legitimate connections to be lost in the noise. First Orion provides multiple, cutting-edge ways to bridge the gap between businesses and consumers: Identity Over Anonymity: Through solutions like INFORM® Branded Calling, we replace mystery numbers with verified brand identities, giving people a reason to pick up with confidence. Bulletproof Security: Our real-time fraud detection and scam protection provide transparency at a global scale. Actionable Intelligence: We use advanced analytics to help companies optimize their reach and protect their reputation. We know that world-changing technology starts with a world-class culture.

As a 2026 Amazing Workplace for two consecutive years and a certified Great Place to Work for more than 8 years, our foundation is simple: “People First.” We believe our team members are our greatest asset, which is why we’ve built a workplace rooted in the same trust and transparency we provide to our customers. For more information, visit firstorion.com. Follow us on socials: LinkedIn | Facebook | X | Instagram | Reddit