Channel Account Manager - TSD & Affiliate

Channel Account Manager – TSD & Affiliate

Remote US

Our Channel Account Manager – TSD & Affiliate will be an integral part of our Sales team in the US. This role is based remotely and can be performed anywhere in the US.

DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state — from planning to production.

Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency.

With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.

The Opportunity As a Channel Account Manager, you will own both our TSD partner relationships and our sub-agent recruitment and activation motion. This dual-focus role combines the strategic relationship management and enablement responsibilities of a traditional National Channel Manager with the outbound energy and partner development hustle of a Channel Account Executive. You will serve as the primary point of contact for TSD partners while simultaneously identifying, recruiting, and activating new sub-agents within the TSD ecosystem — building the pipeline and partnerships that fuel DoiT's indirect channel growth.

You are equally comfortable running a structured executive business review with a TSD partner principal and cold-pitching a prospective sub-agent you identified at a partner summit last week. You know the indirect channel inside and out, and you thrive building something from the ground up in a fast-moving environment.

Responsibilities

TSD Partner Relationship Management

• Serve as the dedicated relationship owner for DoiT's TSD partner portfolio, acting as their primary point of contact across commercial, technical, and operational matters.
• Build and maintain deep, trusted relationships with key stakeholders at TSD partners — including partner principals, channel managers, sales teams, and technical leads.
• Conduct regular business reviews with TSD partners to assess performance, align on pipeline, and identify growth opportunities.
• Represent DoiT at partner events, industry conferences, and TSD-hosted summits to strengthen brand presence and deepen relationships.

Sub-Agent Recruitment & Activation

• Identify and target prospective sub-agent partners within the TSD ecosystem, building a robust recruitment pipeline of high-potential agents.
• Lead outbound prospecting efforts through direct outreach, TSD partner events, industry networks, and hyperscaler referrals.
• Own the full activation journey from first contact through signed agreement, onboarding, and first deal — ensuring new sub-agents are set up for early success.
• Maintain accurate tracking of all prospecting activity, partner status, and activation milestones in CRM.

Pitch, Discovery & Pipeline Development

• Lead compelling, confident introductory pitches of DoiT's solutions to prospective sub-agents without requiring technical support in the room.
• Work with the sub-agent on executing customer deal registration for DoiT's solutions.
• Work alongside the Channel Account Executive to track all customer deal registrations and opportunities from qualification through close.

Channel Strategy & Joint GTM

• Develop and execute joint business plans with TSD partners, setting clear revenue targets, milestones, and co-sell activities.
• Influence TSD partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base.
• Collaborate with DoiT's Marketing team on TSD-specific campaigns, events, and initiatives.
• Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy.

Partner Enablement

• Work alongside DoiT's Partner Success Team to design and deliver enablement programs equipping TSD partner sales and technical teams to effectively position and sell DoiT solutions.
• Support sub-agent partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations.
• Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to TSD and sub-agent audiences.

Cross-Functional Collaboration

• Act as an advocate internally for both TSD partners and sub-agents — communicating partner needs, deal context, and escalation requests across the organization.
• Provide structured feedback to leadership, Product, and GTM Strategy teams on partner performance, competitive intelligence, and market signals from the field.
• Ensure clean deal registration, CRM accuracy, and pipeline hygiene across all partner-sourced opportunities.

Qualifications

• 7+ years of experience in channel sales, partner management, or indirect channel roles — with demonstrated success managing both TSD/distributor relationships and sub-agent or reseller recruitment.
• Proven ability to operate across both strategic partner management and outbound partner development within the same role or program.
• Deep understanding of TSD business models, channel economics, and the technology distribution landscape.
• Strong knowledge of cloud channel programs and partner ecosystems across AWS, Google Cloud, and Microsoft Azure.
• Proven ability to lead an initial product pitch and structured discovery conversation independently, without requiring technical support.
• Experience working within FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and willingness to develop deep product knowledge is essential.
• Excellent prospecting, relationship-building, communication, and executive presentation skills — equally comfortable opening cold conversations and running senior partner QBRs.
• Highly organized with strong CRM discipline and the ability to manage a high volume of partner relationships and active pipeline simultaneously.
• Self-motivated, entrepreneurial, and energized by building in a fast-moving, remote-first environment.

Are you a Do'er? Be your truest self. Work on your terms. Make a difference.

We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.

What does being a Do'er mean? We're all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our core values.

Full-time employee benefits include:

• Unlimited Vacation
• Flexible Working Options
• Health Insurance
• Parental Leave
• Employee Stock Option Plan
• Home Office Allowance
• Professional Development Stipend
• Peer Recognition Program

DoiT unites as Many Do'ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.