Sr Channel Account Manager, Managed Service Providers (Remote US)

Digi International; United States; Remote; USD 184,000 - 287,000; Full time

Benefits offered by this job

Stock award

Parental leave

Open PTO

Hybrid work environment

Job summary

Digi International seeks a Sr Channel Account Manager for MSPs to lead growth of our US MSP and service-provider channel. The role focuses on building partnerships, driving recurring revenue, and scaling a repeatable channel sales motion.

You will recruit net-new MSPs, develop pipeline, and collaborate with Sales Engineering, Product, Marketing, and Finance to deliver compelling proposals and enablement. Remote US role, requires residence in Continental US.

Qualifications

• 10+ years of channel or direct selling experience in B2B technology.
• Demonstrated track record of hunting and closing MSP or service provider partnerships.
• Proven ability to sell managed connectivity or networking solutions through an MSP channel.
• Strong executive presence—comfortable engaging VP/C-level at enterprise MSPs.

Responsibilities

• Build & scale the MSP partner ecosystem and partnerships.
• Hunt net-new MSP partners and sign new agreements.
• Drive pipeline and ARR through recurring revenue engagements.
• Develop and execute a target account plan for MSPs.
• Navigate complex, multi-stakeholder procurement cycles with executives.

Skills

Channel sales

Enterprise sales

Account management

Forecasting

CRM systems

Partner enablement

Tools

Salesforce

Job description

Sr Channel Account Manager, Managed Service Providers (Remote US)

• Remote USA
• Full-Time

This position is Remote US (Must reside in the Continental US to be considered

Position

Digi International is looking for a Sr. Manager of Channel Sales, Managed Services, to lead the development and growth of our MSP and service provider channel. The role will be a key member of the channel sales organization responsible for building and scaling strategic MSP partnerships, driving net-new recurring revenue, developing pipeline, and establishing a repeatable channel sales motion. This role will work closely with Sales Engineering, Product, Marketing, and Finance to develop and execute partner strategies, support partner enablement, and build long-term, revenue-producing relationships across the U.S. MSP and service provider ecosystem.

What You Will Do

• Build & Scale the MSP Partner Ecosystem — Own, build, enable, and scale a growing book of MSP and service provider partnerships
• Hunt Net-New Partnerships — Recruit and sign net-new MSP partners
• Drive Pipeline & ARR — Generate net-new recurring revenue by moving partners from signed agreements to active, revenue-producing engagements. Pipeline ownership is a vital part of this role.
• Build & Execute a Target Account Plan — Work from a curated MSP target list to prioritize, sequence, and penetrate the right accounts.
• Navigate Complex, Multi-Stakeholder Sales Cycles — Engage executive sponsors, procurement, and technical leads simultaneously at MSP accounts. You are comfortable operating at multiple levels of an organization at once.
• Partner Internally — Collaborate cross-functionally with Sales Engineering, Product, Marketing, and Finance to deliver compelling proposals and world-class partner enablement.
• Report & Forecast Accurately — Maintain a clean, current pipeline in the Digi CRM; deliver weekly forecasts and participate in QBR checkpoints with leadership.
• Establish Repeatable Motion — Document what works. Build playbooks, onboarding frameworks, and enablement content that scale beyond you — laying the foundation for a channel business that grows.

Who You Are and What You Bring

• 10+ years of channel or direct selling experience in B2B technology, with a strong background in major account management and enterprise sales.
• Demonstrated track record of hunting and closing large, complex MSP or service provider partnerships and relationships inside the US MSP and service provider ecosystem.
• Proven ability to sell managed connectivity, SD-WAN, WAN management, IoT, or adjacent networking solutions through an MSP channel.
• Strong executive presence — comfortable pitching VP/C-level at enterprise MSPs and navigating lengthy, multi-stakeholder procurement cycles.
• Self-starter mentality — this is a blank-canvas role; you must be comfortable building structure, not inheriting it.
• Proficiency with CRM tools and strong forecasting discipline.

*Please note that we are unable to provide visa sponsorship for this position. This includes, but is not limited to, work visas, employment-based visas, or residency sponsorship. Candidates must have valid work authorization in the United States at the time of application. Visa applications of any kind will not be considered.

Digi International offers a distinctive Total Rewards package including a short-term incentive program, new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings.

The anticipated total compensation range for this position is $184,000 – $287,000. Pay ranges are determined by role, job level and primary job location. The range displayed reflects the reasonable range we anticipate paying for this position and reflects the cost of labor within several U.S. geographic markets. The specific salary offered within the range will depend on various factors including, but not limited to the candidate’s relevant and prior experience, education, skills, and primary work location. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each position. Pay ranges are typically reviewed and updated annually.

At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.

Equal Opportunity EmployerThis employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.