Sr. Manager, Channel & Partnerships

Remota is looking for a Senior Manager, Channel & Partnerships to build partner-sourced pipeline and revenue through MSPs, VARs, resellers and strategic technology partners. This is a foundational, quota-carrying role for a hands-on sales professional who knows how to turn partner relationships into qualified opportunities, customers and measurable revenue. You will activate Remota’s existing partner relationships, recruit new high-potential partners and work directly with partner sales teams to identify accounts, secure introductions and advance opportunities through close. This is not a traditional partner-management role focused on maintaining a large portfolio of inactive relationships. Success will be measured by productive partnerships, qualified pipeline, closed revenue and the creation of a repeatable channel sales motion. You will work closely with Remota’s Chief Revenue Officer, Marketing, Customer Success and Operations teams to shape the channel strategy and establish the operating foundation for a scalable partner program. The Role Remota is looking for a Senior Manager, Channel & Partnerships to build partner-sourced pipeline and revenue through MSPs, VARs, resellers and strategic technology partners. This is a foundational, quota-carrying role for a hands-on sales professional who knows how to turn partner relationships into qualified opportunities, customers and measurable revenue. You will activate Remota’s existing partner relationships, recruit new high-potential partners and work directly with partner sales teams to identify accounts, secure introductions and advance opportunities through close. This is not a traditional partner-management role focused on maintaining a large portfolio of inactive relationships. Success will be measured by productive partnerships, qualified pipeline, closed revenue and the creation of a repeatable channel sales motion. You will work closely with Remota’s Chief Revenue Officer, Marketing, Customer Success and Operations teams to shape the channel strategy and establish the operating foundation for a scalable partner program. What You’ll Do Drive Partner-Sourced Pipeline and RevenueBuild Productive Partner Relationships Segment and prioritize partners based on market alignment, customer access, revenue potential and willingness to engage. Develop joint business plans with Remota’s highest-potential partners. Conduct regular pipeline reviews and quarterly business reviews with strategic partners. Help partners identify customer needs across the full endpoint lifecycle, including procurement, provisioning, deployment, retrieval, secure storage, refurbishment, redeployment, IT asset disposition and value recovery. Make Remota easy for partners to understand, position and sell. Develop joint value propositions that resonate with IT leaders, IT operations, procurement, finance and security stakeholders. Establish trusted executive and field-level relationships within priority partner organizations. Establish the Channel Operating Foundation Help design and implement Remota’s channel sales playbook, partner segmentation model and engagement strategy. Support the development of deal-registration procedures, rules of engagement, partner economics and revenue-attribution standards. Establish clear operating practices that protect partner relationships, support direct-sales collaboration and minimize channel conflict. Maintain accurate partner accounts, contacts, opportunities, activities and revenue attribution in Remota’s CRM. Develop consistent processes for partner onboarding, enablement, account mapping, opportunity management and performance measurement. Track partner activation, sourced pipeline, influenced pipeline, conversion rates, closed revenue and overall partner productivity. Recommend where Remota should increase, adjust or reduce its channel investment based on measurable performance. Support Partner Marketing and Enablement Partner with Marketing to develop channel-ready messaging, campaigns, presentations, case studies and sales materials. Create practical enablement tools that help partner sales teams identify opportunities and communicate Remota’s value proposition. Deliver partner training, sales presentations and customer-facing solution overviews. Support joint campaigns, industry events, partner meetings and customer roundtables. Bring partner, customer and market insights back into Remota’s broader go-to-market strategy. Own a defined annual quota for partner-sourced and partner-influenced pipeline and revenue. Convert existing partner relationships into active sales opportunities and new customers. Identify and recruit MSPs, VARs, resellers and strategic partners whose customer bases align with Remota’s ideal customer profile. Build relationships with the people inside partner organizations who influence customer decisions, including sales representatives, account executives, channel leaders, service leaders and executive sponsors. Work alongside partner sellers through account mapping, opportunity identification, customer introductions, discovery, solution development, proposal creation and close. Maintain direct involvement throughout the sales cycle to ensure partner opportunities continue progressing. Develop and maintain accurate monthly and quarterly pipeline forecasts. What Success Looks Like During your first 12 months, you will be expected to: Establish a focused and actionable channel strategy for MSPs, VARs and strategic partners. Build a prioritized portfolio of active, revenue-producing partners. Convert existing partner relationships into qualified customer opportunities. Recruit and activate new partners whose customers align with Remota’s target market. Build qualified partner-sourced pipeline that supports Remota’s annual revenue objectives. Create a repeatable process for account mapping, deal registration, partner enablement and opportunity management. Develop strong executive and field-level relationships within Remota’s highest-potential partners. Produce accurate pipeline reporting, revenue attribution and monthly and quarterly forecasts. Demonstrate measurable partner productivity, opportunity conversion and closed revenue. Provide clear recommendations about where Remota should expand or refine its channel investment. What You Bring 7-10 years of quota-carrying channel sales, business development or partner-led sales experience. A demonstrated record of generating pipeline and closing revenue through MSPs, VARs, resellers, systems integrators or strategic partners. Experience personally creating new opportunities through partner relationships, not simply administering or maintaining an established partner program. Experience working directly with partner sales teams to map accounts, earn customer introductions and jointly pursue opportunities. Strong understanding of how IT organizations purchase technology and services and where complex sales cycles commonly stall. Experience navigating complex B2B sales cycles involving technical, operational, procurement, financial and executive stakeholders. Ability to build credibility quickly with partner organizations, internal teams and end customers. Strong commercial instincts and a disciplined approach to pipeline development, forecasting, partner performance and revenue accountability. Excellent written, verbal, presentation and relationship-building skills. Comfort operating in a growth-stage environment where not every process has been fully defined. Willingness to be hands‑on and personally involved in opportunity creation, customer discovery and deal execution. Proficiency with CRM systems and modern sales‑productivity tools. Residence in, or willingness to relocate to, the San Francisco Bay Area. Ability to work from Remota’s Emeryville office and travel approximately 25%-35%, primarily throughout Northern California, with periodic domestic travel. Preferred Experience Experience in one or more of the following areas is strongly preferred: IT asset management or IT asset disposition Endpoint management or device lifecycle services Managed service providers or value-added reseller ecosystems Hardware, device sales or technology procurement Device-as-a-Service or lifecycle-management solutions Global logistics, reverse logistics or supply-chain services Data security, device sanitization or regulatory compliance Early-stage channel programs requiring the development of new strategies and processes Direct ITAM or ITAD experience is valuable, but Remota will also consider proven channel sales professionals from adjacent technology and IT services markets who can demonstrate a record of producing measurable partner-sourced revenue. Why Join Remota This is an opportunity to build, not simply inherit, a channel program. You will have meaningful influence over which partners Remota pursues, how those partnerships operate and what a successful channel motion looks like. You will work directly with executive leadership and help shape partner strategy, economics, processes and long-term investment. You will also represent a company focused on helping IT teams gain greater control and value from every device throughout its lifecycle without adding operational complexity. If you enjoy building relationships, creating pipeline, closing business and developing the playbook as you go, this role gives you the opportunity to do all four. #J-18808-Ljbffr Remota