Channel Sales Manager

LinuxCareers; United States; Remote; USD 150,000 - 210,000; Full time

Benefits offered by this job

Employee stock options

Flexible paid time off

Medical, dental, and vision insurance

Job summary

CIQ is seeking a Senior Channel Manager in the United States to own channel-led revenue as an individual contributor. You will recruit and enable channel partners across resellers, VARs, SIs, and MSPs, while building effective partner programs and managing distributor economics.

You will collaborate with direct sales, marketing, and product teams to drive co-sell opportunities and mutual targets. You will demonstrate a proven track record in partner relationships, open source or enterprise

Qualifications

• 8+ years of experience in channel, partner, or alliances sales, ideally in infrastructure, open source, or enterprise software.
• Proven track record of personally building partner relationships that produced real revenue.
• Experience standing up or materially growing partner program mechanics: tiering, deal registration, margin models, enablement.

Responsibilities

• Identify, qualify, and recruit new channel partners (resellers, VARs, SIs, MSPs) whose customer base and technical focus align with Rocky Linux and CIQ's portfolio; build and manage the recruitment pipeline
• Develop existing partners into producing partners through seller and SE enablement, joint business planning, co-marketing coordination, and accountability to mutually agreed targets
• Own distributor relationships and economics including transactional flow, margin structures, and incentive design
• Define and run partner program mechanics: partner tiers, deal registration, margin models, enablement, and governing metrics
• Work cross-functionally with direct sales, marketing, and product teams to manage channel conflict, co-sell opportunities, and feed market signals back to the organization

Skills

Channel sales

Partner management

Negotiation

Open source

Revenue growth

Cross-functional collaboration

Tools

CRM software

Job description

CIQ builds enterprise infrastructure software spanning operating systems, AI infrastructure, and high-performance computing. As Senior Channel Manager, you will own the company's channel-led revenue as an individual contributor, building and managing CIQ's partner ecosystem across recruiting, enabling, and distributor relationships.

What You’ll Do

• Identify, qualify, and recruit new channel partners (resellers, VARs, SIs, MSPs) whose customer base and technical focus align with Rocky Linux and CIQ's portfolio; build and manage the recruitment pipeline
• Develop existing partners into producing partners through seller and SE enablement, joint business planning, co-marketing coordination, and accountability to mutually agreed targets
• Own distributor relationships and economics including transactional flow, margin structures, and incentive design
• Define and run partner program mechanics: partner tiers, deal registration, margin models, enablement, and governing metrics
• Work cross-functionally with direct sales, marketing, and product teams to manage channel conflict, co-sell opportunities, and feed market signals back to the organization

What You Need

• 8+ years of experience in channel, partner, or alliances sales, ideally in infrastructure, open source, or enterprise software
• Proven track record of personally building partner relationships that produced real revenue
• Experience standing up or materially growing partner program mechanics: tiering, deal registration, margin models, and enablement
• Strong commercial instincts with ability to negotiate partner economics and defend margin
• Self-starter mindset, comfortable operating with ambiguity, hands-on operator's approach doing work directly rather than delegating

Medical, dental, and vision insurance; flexible paid time off; employee stock options; remote work with no travel required for most positions