Strategic Channel Manager

CBTS; Atlanta (GA); On-site; USD 180,000 - 350,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life and disability insurance

Retirement plan 4% match

Paid time off

Job summary

CBTS is seeking a seasoned sales leader to drive channel-driven growth in the U.S. market from Atlanta.

You will own the full sales cycle, educate agents and advisors on CBTS solutions, and coordinate cross-functional teams to close complex, multi-stakeholder deals. We value 12-15 years of experience, 8+ years in quota-carrying channel sales, strong negotiation skills, and deep knowledge of the TSD ecosystem.

Qualifications

• Bachelor's degree or higher in business, marketing, sales, or related field.
• MBA or similar advanced qualification preferred.
• 8+ years quota-carrying sales experience in channel / TSD space.

Responsibilities

• Own the full sales cycle from opportunity to close and handoff to delivery.
• Educate and enable agents and advisors on CBTS portfolio and solutions.
• Lead virtual discovery meetings, solution presentations, and deal-support conversations.
• Maintain relationships with master agents and distributors to maximize pipeline visibility.
• Collaborate with marketing and channel management on enablement, campaigns, and events.
• Keep CRM up-to-date with lead status, attribution, and forecasts.

Skills

Channel sales experience

Sales negotiation

CRM proficiency

Communication skills

Education

Bachelor's degree in Business Administration, Marketing, Sales, or related field

MBA or postgraduate qualification

Tools

Salesforce CRM

MS Office / M365

Supplier portals

Job description

Engage technology agents and advisors in your territory as the primary channel to generate new CBTS opportunities, positioning yourself as their go-to resource for CBTS solutions. Educate and enable agents and advisors on the CBTS portfolio — articulating how our solutions fit their clients' needs and why CBTS is the right supplier choice. Build a healthy pipeline through a combination of TSD channel activity, outbound prospecting, inbound lead follow-up, and CRM-generated leads. Lead virtual discovery meetings, solution presentations, and deal-support conversations — both directly with end-user prospects and alongside agents and advisors. Own the full sales cycle from opportunity identification through proposal, negotiation, close, and handoff to delivery. Maintain active relationships with master agents and distributors (e.g., Intelisys, Avant, Telarus) to maximize sub-agent reach and pipeline visibility. Analyze channel performance, buying signals, and competitive positioning to prioritize agent engagement and identify growth opportunities. Partner with marketing and channel management teams on agent enablement, co-sell campaigns, events, and targeted account initiatives. Coordinate with implementation, delivery, and account management teams to ensure a smooth post-close experience for every new client. Keep CRM records current: lead and opportunity status, agent attribution, activity notes, pipeline forecasts, and hygiene. Report regularly on channel-sourced pipeline, lead conversion, and revenue outcomes.

Bachelor's degree in Business Administration, Marketing, Sales, or related field; MBA or postgraduate qualification preferred. 12-15 years of overall experience, with 8+ years in a quota-carrying sales role. Direct experience working within the TSD channel is required — you understand how technology agents and advisors operate, how they engage suppliers, and how to be their preferred partner in a competitive supplier landscape. Existing relationships with agents, advisors, or master agents in your territory are a significant advantage. Advanced proficiency in Salesforce CRM — pipeline management, forecasting, agent attribution, and activity tracking. Strong command of MS Office / M365 and supplier portals and partner resources. Excellent communication skills — you can present value clearly to both a technology advisor and their end-user client. Proven negotiation and closing skills in complex, multi-stakeholder deals. Strong organizational discipline to manage a high-volume, channel-driven pipeline without losing detail. Deep familiarity with how the TSD ecosystem works — master agents, sub-agents, advisors, commissions, SPIFF programs, and co-sell motions. Ability to credibly position CBTS solutions against competitive suppliers in the agent community. Enterprise sales strategy experience — territory planning, agent prioritization, and pipeline development at scale. Understanding of the competitive supplier landscape within the TSD channel and how to differentiate CBTS. Contract and proposal familiarity, including commercial negotiation in channel-influenced deals.

• External focus — you know your agents, your advisors, and your territory; you're out in the market, not behind a desk.
• Ownership — you treat your channel relationships and pipeline like your own business.
• Proactiveness — you activate agents before they go to a competitor; you don't wait to be called.
• Collaboration — you work across internal teams and channel partners to get deals across the line.

The role consists of $180,000 -350,000 (overall total comp: base and commission are included in amount given) and reflects CBTS's good-faith estimate, at the time of posting, of the salary the Company reasonably expects to pay for this position. The applicable base pay offered to a successful candidate will be determined within this range, based on the candidate's designated primary work location and factors including role scope and responsibilities, required qualifications, and the individual's experience, education, skills, and knowledge. This role may also be eligible for additional compensation, such as discretionary bonuses or sales‑based variable compensation, in accordance with applicable plans and eligibility requirements. This position is eligible to participate in CBTS's benefits programs, which generally include:

• Medical, dental, and vision insurance
• CBTS-sponsored life and disability insurance
• retirement savings plan with 4% match
• Paid time off, including [vacation, sick leave, and holidays]
• Paid parental leave
• Tuition reimbursement