Senior Channel Manager, FluentStream

2 months, 1 week ago
Full-time
Senior
Sales and Business Development
Ooma, Inc.

Ooma, Inc.

Ooma, Inc. is a telecommunications company based in Palo Alto, California, founded in 2004. It specializes in Voice over Internet Protocol (VoIP) solutions, evolving from residential free-calling devices to comprehensive cloud-based communication services for both homes and businesses. Ooma initially gained attention with its hardware like the Ooma Hub and Scout, which allowed for free calling through innovative peer-to-peer technology. The company has transitioned to a subscription model, offering services such as Ooma Premier for residential users and Ooma Office, a cloud-based VoIP system designed for businesses. Ooma has expanded its offerings through strategic acquisitions, including Voxter, Broadsmart, and OnSIP, enhancing its cloud communications capabilities. With a focus on recurring revenue, Ooma targets both individual consumers and small to medium-sized businesses, providing affordable and efficient telephony solutions.

telecommunications
1001-5000
Founded 2003

Description

  • Own bookings targets by managing a portfolio of channel partners and driving consistent deal volume.
  • Recruit new partners and maximize production from existing partners.
  • Build and execute partner recruitment strategies targeting agents, MSPs, IT consultants, and strategic resellers.
  • Develop activation plans for new and dormant partners from onboarding through first deal and ongoing productivity.
  • Lead partner-sourced opportunities through the full sales cycle, including discovery, demos, and close.
  • Collaborate with Marketing to design and improve co-marketing campaigns and partner enablement programs.
  • Build strong relationships across partner organizations, including leadership and field reps.
  • Provide training, deal support, and enablement to shorten time-to-revenue and improve close rates.
  • Use AI tools to support partner research, outreach, enablement content, and deal coaching.
  • Maintain accurate forecasting, clean pipeline hygiene, and current activity in Salesforce.
  • Represent FluentStream at partner events, industry conferences, and joint customer meetings.
  • Surface field insights to Channel Marketing, Product, and other stakeholders to improve the partner program and go-to-market approach.

Requirements

  • 7+ years of experience in indirect or channel sales with a track record of owning a partner portfolio and consistently hitting or exceeding quota.
  • Deep experience selling UCaaS, VoIP, telecom, or related technology solutions through channel partners.
  • Proven success building durable, high-performing partner relationships that drive sustained bookings growth and long-term revenue production.
  • Strong working knowledge of VoIP, UCaaS, SIP, and related technologies.
  • Experience leading joint sales efforts and managing multi-stakeholder opportunities.
  • Excellent communication, relationship-building, and interpersonal skills.
  • Ability to work independently in a high-autonomy environment and prioritize competing initiatives.
  • Customer- and partner-centric mindset with strong organizational skills and attention to detail.
  • Proficiency with Salesforce or a comparable CRM platform, Microsoft Excel, PowerPoint, and modern sales engagement tools; familiarity with Apollo or similar platforms is advantageous.
  • Experience using AI-powered tools for prospecting, recruitment, enablement, coaching, research, and productivity is highly valued.
  • Ability to travel up to 25% for partner meetings, joint sales calls, and industry events.
  • Bachelor’s degree or equivalent professional experience preferred.

Benefits

  • Expected On-Target Earnings of up to $150,000 annually, with base salary plus commission.
  • Comprehensive medical, dental, and vision insurance for employees and eligible dependents.
  • Employer-paid income protection benefits, including basic life and AD&D, short-term disability, and long-term disability.
  • FSA healthcare and dependent care accounts.
  • 401(k) with employer match and Roth option.
  • Employee Stock Purchase Plan (ESPP).
  • Paid time off, sick time, and corporate holidays.
  • Employee Assistance Program and life balance benefits, including travel assistance and identity theft support.

Interested in this position?

Apply directly on the company website

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