Channel Manager, West Coast

General Purpose:

The Channel Manager is a strategic, revenue-generating individual contributor responsible for driving new-business growth through indirect sales channels and partner ecosystems. This role exercises independent judgement in developing channel strategies, managing partner relationships, structuring commercial opportunities, and influencing business outcomes across a portfolio of strategic partners. This position owns partner-led sales opportunities from prospecting through close and is accountable for revenue growth, partner performance and customer expansion activities during the first year of the customer lifecycle. This role operates with minimal supervision and requires periodic travel, up to 50%, to support partner engagement, business development activities, and strategic meetings. In addition to supporting partner-driven revenue growth, the role contributes to broader channel strategy development, partner ecosystem plannign and operational decision-making designed to improve long-term channel performance and market expansion. The Channel Manager exercises independent judgment in evaluation partner alignment, recommending strategic channel initiatives, supporting territory planning, and influencing partner engagement models to align with organization objectives.

Direct Reports:

No

Essential Duties and Responsibilities:

• Recruit, enable, and manage relationships with key TSDs and sub-agents within the channel ecosystem
• Receive and qualify partner-sourced opportunities, coordinating involvement from Solutions Architects (SAs) and overlays as needed
• Develop and independently execute joint account and territory strategies with channel partners by identifying growth opportunities, target markets, and revenue expansion initiatives.
• Coordinate company engagement on partner-generated deals, with varying levels of direct involvement depending on the partner
• Lead complex commercial negotiations for indirect customers, and pricing discussion with partners and customers exercising business judgement to balance profitability, customer needs, and long-term growth objectives.
• Enable and co-sell with partners to ensure the organization is the preferred provider and customers receive a consistent commercial experience
• Contribute to the development and refinement of channel program strategies, partner engagement frameworks, and operational processes designed to support scalable growth across indirect sales channels.
• Analyze partner performance metrics, market trends, and territory opportunities to provide recommendations related to channel optimization, partner investment, and strategic growth initiatives.
• Collaborate with sales leadership and cross-functional stakeholders to support pricing strategy alignment, territory planning, and channel operational improvements across partner ecosystems.
• Evaluate partner capabilities and business alignment to support recommendations regarding partner onboarding, engagement prioritization, and long-term channel development strategies.
• Run the full opportunity-to-close cycle on partner-generated leads
• Keep CRM data, forecasts, and deal notes current

Other Responsibilities:

• Independently drive new business acquisition strategies across indirect sales channels, maintaining accountability for revenue generation and partner-driven growth outcomes.
• Lead expansion throughout the first year for indirect customers managed through partners
• Deliver concise hand-off documentation and transition accounts to the Commercial Account Executive team after the first year
• Partner with Service Management teams to support overall customer health upon implementation
• Support channel operations and strategic planning initiatives by identifying opportunities to improve partner effectiveness, operational scalability, and overall channel performance.
• Provide strategic input regarding partner program effectiveness, market coverage, and business process enhancements to support organizational growth objectives.

Required Qualifications:

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
• 5+ years of Channel sales experience working within the Telecommunications industry
• Professional experience within the Managed Service Provider (MSP) industry is required.
• Demonstrated experience independently managing channel relationships, supporting strategic channel initiatives, influencing partner engagement models, and driving indirect revenue growth within complex partner ecosystems.
• Experience working with partner ecosystems such as technology service distributors, agents, sub-agents, or similar channel partners.
• Experience supporting partner-driven sales processes and coordinating cross-functional internal resources.
• Proven ability to exercise strategic judgment and influence outcomes during complex partner and customer negotiations within dynamic sales environments.

Preferred Qualifications:

• Experience working with agents, VARs, or similar partner ecosystems
• Strong CRM proficiency (Salesforce preferred).
• Demonstrated success in co-selling and partner enablement

TPx is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast-feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.

We are committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation, please let us know during the application process.

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Req: #26-0002