Channel Account Manager – TSD & Affiliate

About the role

The Opportunity As a Channel Account Manager, you will own both our TSD partner relationships and our sub-agent recruitment and activation motion. This dual-focus role combines the strategic relationship management and enablement responsibilities of a traditional National Channel Manager with the outbound energy and partner development hustle of a Channel Account Executive.

Responsibilities

• TSD Partner Relationship Management
• Serve as the dedicated relationship owner for DoiT's TSD partner portfolio, acting as their primary point of contact across commercial, technical, and operational matters.
• Build and maintain deep, trusted relationships with key stakeholders at TSD partners — including partner principals, channel managers, sales teams, and technical leads.
• Conduct regular business reviews with TSD partners to assess performance, align on pipeline, and identify growth opportunities.
• Represent DoiT at partner events, industry conferences, and TSD-hosted summits to strengthen brand presence and deepen relationships.
• Sub-Agent Recruitment & Activation
• Identify and target prospective sub-agent partners within the TSD ecosystem, building a robust recruitment pipeline of high-potential agents.
• Led outbound prospecting efforts through direct outreach, TSD partner events, industry networks, and hyperscaler referrals.
• Own the full activation journey from first contact through signed agreement, onboarding, and first deal — ensuring new sub-agents are set up for early success.
• Maintain accurate tracking of all prospecting activity, partner status, and activation milestones in CRM.
• Pitch, Discovery & Pipeline Development
• Lead compelling, confident introductory pitches of DoiT’s solutions to prospective sub-agents without requiring technical support in the room.
• Work with the sub-agent on executing customer deal registration for DoiT’s solutions.
• Collaborate with DoiT’s Marketing team on TSD-specific campaigns, events and initiatives.
• Channel Strategy & Joint GTM
• Develop and execute joint business plans with TSD partners, setting clear revenue targets, milestones, and co-sell activities.
• Influence TSD partner roadmaps and go-to-market strategies to increase DoiT's share of wallet within their customer base.
• Collaborate with DoiT's Marketing team on TSD-specific campaigns, events and initiatives.
• Monitor and report on channel market trends, competitive dynamics, and partner ecosystem developments to inform DoiT's channel strategy.
• Partner Enablement
• Work alongside DoiT’s Partner Success Team to design and deliver enablement programs equipping TSD partner sales and technical teams to effectively position and sell DoiT solutions.
• Support sub-agent partners with the tools, materials, and knowledge they need to confidently position DoiT products in end-customer conversations.
• Partner with Product and Marketing to develop channel-ready collateral, playbooks, and co-branded materials tailored to TSD and sub-agent audiences.
• Cross-Functional Collaboration
• Act as an advocate internally for both TSD partners and sub-agents — communicating partner needs, deal context, and escalation requests across the organization.
• Provide structured feedback to leadership, Product, and GTM Strategy teams on partner performance, competitive intelligence, and market signals from the field.
• Ensure clean deal registration, CRM accuracy, and pipeline hygiene across all partner-sourced opportunities.

Qualifications

• 7+ years of experience in channel sales, partner management, or indirect channel roles — with demonstrated success managing both TSD/distributor relationships and sub-agent or reseller recruitment.
• Proven ability to operate across both strategic partner management and outbound partner development within the same role or program.
• 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 an initial product pitch and structured discovery conversation independently, without requiring technical support.
• Experience working within FinOps, CloudOps, or cloud cost management domains is a significant advantage; curiosity and willingness to develop deep product knowledge is essential.
• Excellent prospecting, relationship-building, communication, and executive presentation skills — equally comfortable opening cold conversations and running senior partner QBRs.
• Highly organized with strong CRM discipline and the ability to manage a high volume of partner relationships and active pipeline simultaneously.
• Self-motivated, entrepreneurial, and energized by building in a fast-moving, remote-first environment.