THE COMPANY

This organization is a rapidly growing provider of advanced connectivity solutions that integrate multiple carriers and technologies into a unified, streamlined offering. With a distinctive value proposition and increasing market demand, the company enables enterprise clients and resellers to navigate complex telecom ecosystems effectively. Its go-to-market strategy emphasizes strategic channel partnerships, making it a standout player in the market. Known for its agile, remote-first culture, the company is committed to empowering top performers through autonomy and strategic support.

THE JOB

This newly established role will drive the company’s indirect sales growth via channel partnerships. Reporting to senior leadership, the Channel Sales Manager will collaborate closely with the Head of Channel, direct sales, engineering, and retail teams to build and scale a high-performing partner network. The focus will be on Technology Solutions Distributors (TSDs) such as Sandler, Avant, and Intellisys, as well as agent networks and MSPs.

Key responsibilities include:

• Establishing and managing relationships with TSDs and channel sellers
• Onboarding and enabling new partners to generate enterprise sales
• Leading strategic contract negotiations and grassroots field activities
• Developing commission structures and co-marketing initiatives for the direct channel program
• Representing the company at industry events and ensuring regular partner engagement
• Driving sales across a range of deal sizes, from consistent mid-market wins to major enterprise opportunities

The sales methodology incorporates elements of MEDDIC and Miller Heiman, with a strong focus on value-based and consultative selling. While formal training is limited, peer support and executive mentorship are available. This role is designed for a self-starter who thrives in independent, fast-paced environments and can deliver quick impact.

THE QUALIFICATIONS

Hard requirements:

• 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 knowledge of the MSP and reseller ecosystem
• Comfortable owning TSD relationships and contract negotiations

Ideal soft skills:

• Strategic thinker with strong initiative and independent execution skills
• Confident navigating ambiguity and entrepreneurial settings
• Adept at balancing big-picture strategy with hands-on execution
• Strong communicator who’s comfortable in both boardroom and field settings

Target candidate titles might 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, Kore Wireless, Cradlepoint, Lumen, Nextiva, Mitel, and similar are strongly encouraged to apply.

THE BENEFITS

• Compensation: $180,000 - $200,000 ($90,000 base + $90,000+ in commissions and bonuses)
• Commission paid quarterly, with performance multipliers up to 200% of target
• No commission cap
• Remote-first work environment with minimal travel (quarterly events or partner visits)
• Benefits package varies by location and will be shared upon interview, but is considered excellent

Why This Role Is Exciting

• A greenfield opportunity to build a channel program from the ground up
• Executive backing and direct mentorship from seasoned industry leaders
• A highly differentiated product in a market with strong momentum
• A fast-growing company culture that values clarity, execution, and adaptability