National Channel Account Manager - Telecom Services Distributor (TSD) (San Jose)

National Channel Account Manager - Telecom Services Distributor (TSD) ChannelDepartment: Channel Sales / Partner Ecosystem Reports To: VP of Global ChannelsLocation: Field-based / Remote (U.S.) Travel: ~50%Alkira is reinventing networking for the cloud and AI era. Founded in 2018 by Amir and Atif Khan — the team behind Viptela and the founding of the SD-WAN market — Alkira delivers Network Infrastructure as-a-Service (NIaaS), the first unified network infrastructure platform offering on-demand, fully managed hybrid and multi-cloud connectivity. The platform integrates SD-WAN, firewalls, and SASE services, and delivers end-to-end visibility, governance, and security — all without hardware or do-it-yourself software. Alkira is trusted by Fortune 100 enterprises, leading system integrators, and managed service providers, and is part of Lumen Technologies.Role OverviewWe are seeking a highly motivated Channel Account Manager to own and grow Alkira’s relationships within the Telecom Services Distributor (TSD) / master agent channel — including partners such as technology solutions brokerages, master agencies, and their affiliated sub-agents. This role is responsible for recruiting, enabling, and driving revenue through TSD partners and their agent networks, positioning Alkira’s Network Infrastructure-as-a-Service platform alongside the connectivity, security, and cloud solutions these partners already sell. The ideal candidate has hands-on experience navigating the TSD/master agent model and a track record of turning distributor relationships into predictable, recurring indirect revenue.Key ResponsibilitiesTSD & Master Agent DevelopmentRecruit, onboard, and manage strategic TSD and master agent relationships, along with their sub-agent and referral partner communities.Serve as the primary point of contact for assigned TSD partners, building relationships with supplier managers, sales leadership, and agent-facing teams.Position Alkira within TSD supplier portfolios and ensure Alkira is a preferred networking/NIaaS option presented to sub-agents.Sales Growth & Pipeline ManagementDrive pipeline and revenue growth through joint account planning, demand generation, and co-selling with TSD partners and their agents.Support and participate in TSD roadshows, sales summits, and agent trainings to build pipeline across the sub-agent base.Maintain accurate partner pipeline and forecast reporting, providing visibility to sales and channel leadership.Partner EnablementEducate TSD supplier managers and sub-agents on Alkira’s Networking Infrastructure as-a-Service solution, ensuring they can confidently position, sell, and support the platform.Deliver product and sales training, certifications, and enablement content tailored to the agent community.Execute Alkira’s partner program initiatives, spiffs/incentives, and joint marketing campaigns to drive partner engagement and mindshare.Collaboration & Market ExpansionWork closely with Alkira’s direct sales, marketing, and technical/sales engineering teams to align on channel initiatives and joint opportunities.Identify new TSD, master agent, and sub-agent opportunities in target verticals and regions to broaden Alkira’s indirect market reach.Represent Alkira at TSD-hosted events, conferences, and partner summits.Qualifications5+ years of experience in channel sales, partner account management, or alliances — preferably in networking, cloud, or SaaS.Direct experience working within the TSD / master agent / sub-agent ecosystem (e.g., technology solutions distributors and agent networks) is strongly preferred.Strong understanding of enterprise IT infrastructure, connectivity, and cloud networking, along with the broader partner ecosystem.Demonstrated success driving revenue through indirect sales and partner-led opportunities.Experience working with VARs, service providers, and distributors in addition to TSDs.Proven ability to develop joint business plans, manage partner programs, and execute go-to-market strategies.Excellent communication, presentation, and relationship-building skills.Highly self-motivated with the ability to thrive in a fast-paced, high-growth startup environment.Ability to travel approximately 50% of the time.Why Join AlkiraBe part of a high-growth company pioneering the future of network infrastructure as-a-service.Work alongside a world-class team of networking industry veterans and innovators.Opportunity to shape Alkira’s TSD/master agent channel strategy at a formative stage.The salary range for this position is $245,000 - $260,000. Your actual base salary and level will be determined on a case by case basis and may vary based on the following considerations: job-related knowledge, skills, experience, education and location.#LI-DNIDepartmentSalesEmployment TypeFull-TimeMinimum ExperienceExperienced