Channel Development Manager

About the role

The Channel Development Manager is responsible for recruiting, developing, and enabling high-quality Managed Service Providers (MSPs), VARs, and technology partners throughout the Western Region. This role focuses on expanding Intermedia's partner ecosystem by identifying strategic recruitment opportunities, presenting Intermedia's differentiated UCaaS and CCaaS solutions, and collaborating with internal teams to ensure successful onboarding and long-term revenue growth.

Skills, Knowledge And Expertise

• Partner Recruitment
• Identify, recruit, and develop qualified MSPs, VARs, and technology partners throughout the assigned territory.
• Build and maintain a healthy pipeline of prospective partners using personal relationships, networking, outbound prospecting, referrals, distributors, and industry associations.
• Develop recruitment strategies that align with Intermedia's growth objectives.
• Leverage existing distributor relationships to identify and engage new partner opportunities.

Required Qualifications

• 8+ years of successful channel sales, channel development, partner recruitment, or business development experience.
• Proven success recruiting and developing Managed Service Providers (MSPs), VARs, or technology partners.
• Experience selling or supporting one or more of the following: Unified Communications (UCaaS), Contact Center (CCaaS), Microsoft Teams, Business Collaboration Solutions, Cloud Communications, Managed Services.
• Established network within the MSP, VAR, or channel partner ecosystem.
• Demonstrated ability to build revenue-producing partnerships.
• Excellent presentation, communication, and executive relationship-building skills.
• Strong business planning and consultative selling abilities.
• Highly organized with exceptional time management and follow-through.
• Able to work independently while collaborating across a highly matrixed organization.
• Bachelor's degree in Business or related field preferred.

Success in This Role

Successful Channel Development Managers Consistently Recruit high-quality, revenue-producing partners. Build executive-level relationships across their territory. Develop and execute strategic partner business plans. Successfully transition new partners from recruitment through onboarding. Drive recurring revenue growth through partner enablement. Collaborate effectively with Sales, Marketing, Onboarding, Product, and Distribution teams. Represent Intermedia professionally throughout the channel community.