Hospitality Channel Sales Manager

BluIP® is a Tier1 global service provider and communications technology innovator. At BluIP , we don't rent our network. We own it. As a Tier1 cloud communications provider , we control our own infrastructure end-to-end - which means better reliability, lower latency, and a product playground most companies can only dream of. We are the leading provider of innovative telecommunications solutions and develop artificial intelligence and enterprise-grade telephony solutions for leaders in hospitality, restaurants, healthcare, small businesses, and the enterprise. BluIP’s comprehensive suite of products includes the industry disrupting, all-in-one artificial intelligence platform, AIVA Connect™ with modules that improve every customer interaction, streamline business processes, and provide in-depth business intelligence to help customers optimize resources and drive more revenue. We have built a brand around our deep commitment to the success of our customers and do our best work when the challenges are complicated and the outcomes mission critical. Add our legendary white glove service promise and it’s no wonder that we are most trusted and recognized in the industries we serve. Our mission is to connect the world with technology that inspires customer delight and business growth. As we continue to grow, we seek talented professionals to join our dynamic team and contribute to our success. About the Role We are seeking a Hospitality Channel Sales Manager to own revenue growth through BluIP’s network of hospitality-focused reseller partners. In this role, you will be accountable for net-new Monthly Recurring Revenue (MRR) sourced through the channel, turn stagnant and underperforming partners into productive ones, and build a predictable pipeline across the partner community. This is a quota-carrying, revenue-driving role at the center of our hospitality ecosystem—ideal for a self-starter who understands how channel sales really work, knows the hospitality industry, thrives working independently, and uses modern tools, including AI, to work faster and smarter. Key Responsibilities Revenue Ownership & Channel Sales Own and deliver a monthly and quarterly net-new MRR quota sourced through reseller partners. Build and maintain a healthy, predictable channel pipeline sized to consistently support quota attainment. Drive partner-sourced and partner-influenced deals from registration through close, working alongside partner sales teams and BluIP Sales. Forecast accurately and communicate deal status, risks, and commitments clearly to BluIP’s executive leadership. Partner Activation & Growth Diagnose why existing partners are stagnant or underperforming, and build targeted activation plans that turn them into consistent, revenue-producing partners. Develop joint business plans with key partners, including revenue targets, target accounts, and solution focus areas. Identify whitespace within partner portfolios (hotel brands, ownership groups, and management companies) and create targeted initiatives to increase adoption of BluIP solutions. Lead regular business reviews with partners to discuss performance, pipeline, market opportunities, and alignment to mutual goals. Identify, recruit, and onboard new reseller partners where they fill a clear gap in coverage. Partner Enablement & Training Educate partners on BluIP’s full hospitality product portfolio, including cloud PBX, contact center, AIVA Connect™/conversational AI, and key integrations. Deliver ongoing product, sales, and competitive training to partner sales and technical teams (webinars, workshops, and on-site sessions). Drive consistent use of BluIP’s deal registration process across the partner community. Support partners in joint customer meetings, discovery sessions, and solution demonstrations. Operate with a high degree of autonomy: set priorities, manage your partner portfolio and calendar, and follow through without day-to-day direction. Use AI tools and automation to research accounts, prepare partner plans, draft enablement content, analyze pipeline data, and free up more time for selling. Develop and refine partner-facing assets—presentations, playbooks, talk tracks, and case studies—with a hospitality-specific lens. Collaborate closely with BluIP Sales, Marketing, Product, and Customer Success to support joint pursuits and accelerate deal cycles. Performance Metrics & Reporting Build and present monthly dashboards (internal and partner-facing) covering revenue, pipeline, and partner performance metrics. Maintain accurate, up-to-date records in HubSpot CRM , ensuring data quality and consistency. Use data to decide which partners to invest in, which to reactivate, and where to focus enablement. Qualifications & Requirements Required Experience 3–5+ years of channel sales or indirect sales experience, with a clear understanding of reseller programs, partner incentives, deal registration, and partner-sourced pipeline. Proven track record of owning a revenue quota and meeting or exceeding it through and with partners. Demonstrated success turning stagnant or underperforming partners into productive ones , with specific examples to share. Experience in telecommunications, cloud communications, or SaaS , with a working understanding of UCaaS and related services. Ability to work independently : self-directed, highly organized, and accountable for your own results. Comfortable and curious about using AI tools and modern sales technology in daily work; proficiency with Office 365 and CRM platforms (HubSpot experience strongly preferred). Ability to create polished, executive-ready presentations and confidently present to senior stakeholders (both internal and external). Preferred Skills Hospitality industry experience , ideally with hotel brands, ownership groups, management companies, or hospitality technology integrators/VARs . Familiarity with hospitality technology stacks (PMS, PBX, integrations, guest engagement platforms, contact center solutions). Experience selling or enabling partners on AI-driven solutions such as voice AI or virtual agents. Strong strategic thinking skills with the ability to translate market and partner insights into actionable go-to-market plans. Excellent relationship-building, communication, and negotiation skills. Additional Information Location: Hybrid/onsite role with preference for candidates based in Las Vegas, NV or Glendale, CA for close collaboration with BluIP’s regional teams. Travel: Occasional business travel (generally ) for partner meetings, hospitality events, and industry conferences. Compensation: Base salary plus quarterly variable compensation tied to net-new MRR quota attainment and pipeline creation, with accelerators for over-performance. Why BluIP? We own our network — meaning you'll sell on real infrastructure, not someone else's white label Massive scale — help power communications for 60,000+ businesses Growth path — we'll invest in your development and give you the runway to grow your territory, your partner base, and your career Real impact — the partners you bring on directly shape how hotels, resorts, casinos, restaurants, and healthcare providers communicate nationwide #J-18808-Ljbffr