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Channel Account Manager – TSD & Affiliate

2 weeks, 6 days ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
AWS Azure CRM GCP Generative AI Kubernetes
Apply Now
Zendesk

Zendesk

Zendesk provides a comprehensive software solution designed to enhance customer service and engagement through an AI-powered platform that facilitates communication across various channels, including text, mobile, phone, email, live chat, and social me...

Professional Services
5K-10K
Founded 2007
View All Jobs 37

Description

  • Serve as the primary point of contact for DoiT's TSD partner portfolio across commercial, technical, and operational matters.
  • Build and maintain trusted relationships with key stakeholders at TSD partners, including principals, channel managers, sales teams, and technical leads.
  • Conduct regular business reviews with TSD partners to review performance, align on pipeline, and identify growth opportunities.
  • Represent DoiT at partner events, industry conferences, and TSD-hosted summits.
  • Identify and recruit prospective sub-agent partners within the TSD ecosystem.
  • Lead outbound prospecting through direct outreach, partner events, industry networks, and hyperscaler referrals.
  • Own the sub-agent activation process from first contact through agreement, onboarding, and first deal.
  • Track prospecting activity, partner status, and activation milestones in CRM.
  • Lead introductory pitches and discovery conversations for DoiT’s solutions without technical support.
  • Support deal registration and track partner-sourced opportunities through qualification and close.
  • Develop joint business plans with TSD partners, including revenue targets, milestones, and co-sell activities.
  • Collaborate with Marketing, Product, and Partner Success to create enablement programs, campaigns, collateral, and playbooks.
  • Monitor channel market trends, competitive dynamics, and partner ecosystem developments to inform strategy.
  • Advocate internally for partner needs and provide feedback on partner performance and market signals.

Requirements

  • 7+ years of experience in channel sales, partner management, or indirect channel roles.
  • Demonstrated success managing TSD/distributor relationships and sub-agent or reseller recruitment.
  • Ability to operate in both strategic partner management and outbound partner development within the same role.
  • 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 initial product pitches and structured discovery conversations independently.
  • Experience in FinOps, CloudOps, or cloud cost management domains is a significant advantage.
  • Strong prospecting, relationship-building, communication, and executive presentation skills.
  • Highly organized with strong CRM discipline and the ability to manage multiple partner relationships and active pipeline.
  • Self-motivated, entrepreneurial, and comfortable in a fast-moving, remote-first environment.

Benefits

  • Remote role that can be performed anywhere in the US.
  • Unlimited vacation.
  • Flexible working options.
  • Health insurance.
  • Parental leave.
  • Employee stock option plan.
  • Home office allowance.
  • Professional development stipend.

Interested in this position?

Apply directly on the company website

Apply Now

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